Sales Development Representative (SDR)

Who are we and what do we do?

BrowserStack is the world’s leading cloud-based software testing platform, empowering over 50,000 customers—including Amazon, Microsoft, Meta, and Google—to deliver high-quality software at speed. Founded in 2011 by Ritesh Arora and Nakul Aggarwal, the company has grown to support more than two million tests daily across 22 global data centers, providing instant access to 35,000+ real devices and browsers.

With over 1,200 employees and a remote-first approach, BrowserStack operates at the intersection of scale, reliability, and innovation. Its suite of products spans manual and automated testing, visual regression, accessibility, and test management—all designed to simplify the testing process for modern development teams. Behind the scenes, BrowserStack continues to push the boundaries with AI capabilities like smart test case generation and design, flakiness detection, auto-healing and more —helping teams reduce maintenance overhead, debug faster, and catch issues earlier in the development lifecycle.

Recognized for its innovation and growth, BrowserStack has been named to the Forbes Cloud 100 list for four consecutive years. With backing from investors like Accel, Bond, and Insight Partners, the company continues to expand its product offerings and global footprint. Joining BrowserStack means being part of a mission-driven team dedicated to shaping the future of software testing.

Location: This is a remote position; however, the role requires the candidate to be based in Mumbai.

Role in a Nutshell :

Reporting to the Manager of Business Development, the Sales/Business Development team will be involved throughout the sales process to identify targets, contact prospects and create opportunities. This role requires working closely with the Account Executives in the US region.

Desired Experience:
● 1 - 4 years of Sales/Business Development experience with B2B corporate sales

experience.
● Fluent in English - written and spoken with a passion for technology.
● Strong sense of initiative and personal leadership, self- starter.
● Strong business acumen, ethics and high integrity.
● Excel at developing relationships over the phone.
● Must be organised, articulate and detail-oriented with the ability to multitask in a dynamic, fast-changing environment.
● Data-driven, results-oriented and an outstanding team player who collaborates and plays to win

What Will You Do?
● To identify and hunt prospects through inbound and outbound motion &
prospecting.
● To complete a volume of calls and emails to prospects (in the territory) on a daily basis.
● Call and email on new prospects and develop business relationships with the
associations.
● Serve as the first in-depth point of contact to prospective partners and
customers.
● Provide product information to prospective customers.
● Demonstrate solution-selling and relationship-building skills.
● To communicate/position/sell our value proposition to prospects.
● To secure an assigned number of sales appointments (webinars, in person
meetings, event participation, etc).
● Responsible for documenting all calls and email activities on the CRM system.

Benefits:

In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy:

• Medical Insurance: Comprehensive INR 5,00,000 coverage for employee, spouse, up to 2 dependent children, and parents or parents-in-law
• Statutory Benefits: Gratuity per the Payment of Gratuity Act, 1972
• Paid Time Off: 25 days of paid leave annually (Annual & Sick Leave) plus gazetted public holidays and special life-event leaves
• Remote-First work environment that allows our people to work from home
• Remote-First Allowance for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience

• Build a mini‑pipeline spreadsheet in Excel that tracks 50+ tech‑company prospects (e.g., fintech, e‑commerce, SaaS) by region, tech stack, and current testing tools; include columns for outreach cadence, response rates, and potential ARR – bring this file to the interview to demonstrate your data‑driven prospecting process.
• Research BrowserStack’s top‑selling products (Live, Automate, App Live) and prepare a 2‑minute “value‑pitch” for a hypothetical prospect (e.g., a startup using Cypress) that quantifies time‑to‑market savings (e.g., “reduce regression testing by 30%”) – interviewers often run a role‑play to assess product knowledge and objection handling.
• Highlight remote‑work discipline: list the collaboration tools you master (Slack, Zoom, Google Workspace, CRM + Excel integration) and share a screenshot or short video of your daily “outbound dashboard” that shows scheduled calls, email templates, and KPI tracking in real time.
• Quantify past SDR achievements with Excel‑friendly metrics (e.g., “Generated 120 qualified leads in Q1 2023 → 15% conversion to opportunity; average outreach‑to‑reply time 2.8 h”) and be ready to replicate those calculations on the spot using a blank spreadsheet.
• Prepare a brief case study of a prospect you turned from cold outreach to a closed‑won deal, emphasizing how you used data (browser usage stats, device coverage gaps) to tailor the narrative – BrowserStack values candidates who can translate testing‑industry data into sales opportunities.
• When discussing compensation, reference BrowserStack’s remote‑first salary bands for Mumbai (research Glassdoor/Levels.fyi) and propose a performance‑based bonus structure tied to monthly qualified‑lead targets (e.g., 10% of base for exceeding 120% of quota).