Lead - Deals desk

Who are we and what do we do?

BrowserStack is the world's leading software testing platform powering over two million tests every day across 19 global data centers. BrowserStack's products help developers build bug-free software for the 5 billion internet users accessing websites and mobile applications through millions of combinations of digital environments—devices, browsers, operating systems, and versions. We help Tesco, Shell, NVIDIA, Discovery, Wells Fargo, and over 50,000 customers deliver quality software at speed by moving testing to our Cloud. With BrowserStack, Dev and QA teams can move fast while delivering an amazing experience for every customer.

BrowserStack was founded by Ritesh Arora and Nakul Aggarwal in 2011 with the vision of becoming the testing infrastructure for the internet. We recently secured $200 million in Series B funding at a $4 billion valuation in June 2021.

At BrowserStack we solve real problems—each day is a unique challenge and an opportunity to make a difference. We strive to be open, transparent, and collaborative, so no feat is too big to achieve. BrowserStack is an extension of its people and a place where they can grow both professionally and personally. To that effect, we’re humbled to be recognized by leading organizations around the world:

• BrowserStack is Great Place to Work-Certified™ 2020-21

• Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi

• Ranked in Forbes Cloud 100 in 2021 - for the second time

• Featured in LinkedIn Top Startups India 2018

About the role

As a Deals Desk Lead, you will be joining the Sales Strategy & Operations function in supporting high growth, fast-paced Sales & Field Operations org. 

In this role, you will have the opportunity to work with multiple functions and significantly impact both the top line and bottom line. You will support the sales organization throughout the entire quote-to-cash lifecycle—covering deal structure, quote creation and approval, order forms, revenue, legal review, and compliance—while continuously striving to enhance and streamline the sales process.

Successful candidates will be problem solvers with strong interpersonal skills, capable of introducing constructive friction into deal negotiations while maintaining a positive and productive relationship with the Sales team.

We’re looking for candidates who understand what success looks like and are flexible, resourceful, and collaborative. We want individuals who are excited to join us in defining our long-term vision and the next steps to achieve it.

Job Responsibilities

• Serve as a trusted advisor to the Sales teams as a subject matter expert on deal policies, including pricing, contract terms, product configurations, and compliance requirements.
   

• Assist the Sales Organization during the entire customer lifecycle, from Lead-to-Quote, Contract-to-Order, Booking-to-Renewal/Cross-sell/Up-sell.
   

• Monitor the Deals Desk queues for deal requests, ensuring requests are addressed thoughtfully and within the set SLA, prioritizing workflow and managing request volumes to maximize efficiency and drive the urgency of deals

• Quarterback deals through the sales cycle & internal approval process collaboration with the appropriate cross-functional teams (Sales Leadership, Legal, Accounting, Billing, Product, etc.).
   

• Identify gaps and suggest improvements to policies, processes, and systems to enhance compliance during the contracting process and boost sales productivity.
   

• Help drive projects and initiatives focused on improving efficiency and simplifying processes throughout the Sales operations and Sales organization.
   

• Create and maintain Sales Dashboards, SFDC Reports, and performance metrics to support Sales teams with actionable insights and data-driven decision-making.

Required Qualifications

• Bachelor’s degree or equivalent experience

• Outstanding analytical background with strong problem-solving skills

• Great interpersonal skills, including written and verbal communication

• Ability to build relationships and work collaboratively to get results

• Capable of explaining concepts clearly and credibly across all levels of the organization

• High level of attention to detail

• Proficiency in SFDC and familiarity with Configure, Price, Quote (CPQ) systems, preferably Zuora.

Benefits:

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

• Medical insurance for self, spouse, upto 2 dependent children and Parents or Parents-in-law up to INR 5,00,000

• Gratuity as per payment of Gratuity Act, 1972

• Unlimited Time Off to ensure our people invest in their wellbeing, to rest and rejuvenate, spend quality time with family and friends

• Remote-First work environment that allows our people to work from anywhere in India

• Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience