Role: Business Dev Representative
locations: India
Role Type: Remote
Type: Full Time
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
Business Dev Representative Role in a Nutshell
Reporting to the Manager of Business Development, the Business Dev Representative 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 assigned region.
Key Responsibilities as Business Dev Representative
- To identify and hunt prospects through 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.
Preferred Qualifications: Business Dev Representative
1 – 4 years of Sales/Business Dev Representative 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.
Benefits: Business Dev Representative
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
10 Interview Questions and Answers for Business Dev Representative
Here are 10 interview questions along with sample answers tailored for the Business Dev Representative role at BrowserStack based on the provided job description:
1. How would you approach identifying and prospecting new leads?
Sample Answer:
“I would start by researching the target market to understand the industry and identify potential customers. Using tools like LinkedIn Sales Navigator and CRM databases, I’d filter prospects that align with BrowserStack’s ideal customer profile. I’d then create personalized email sequences and reach out through calls, emails, or social media to initiate meaningful conversations.”
2. How do you handle objections from potential customers?
Sample Answer:
“I listen actively to understand their concerns and empathize with their perspective. Once I understand the objection, I provide tailored responses that address their concerns, emphasizing BrowserStack’s value proposition. For instance, if cost is a concern, I’d highlight the long-term ROI of faster bug-free software delivery.”
3. Can you share an experience where you successfully closed a difficult deal?
Sample Answer:
“In my previous role, I worked with a prospect hesitant about switching to a cloud-based platform. After understanding their resistance, I provided a detailed comparison, arranged a product demo, and shared a case study from a similar industry. Through consistent follow-ups and addressing their concerns, they converted into a loyal customer.”
4. How do you ensure your CRM activities are up-to-date?
Sample Answer:
“I prioritize CRM documentation by setting aside time after each call or email session to log updates. Additionally, I use task reminders within the CRM to ensure follow-ups are timely and no lead falls through the cracks.”
5. How do you stay motivated when facing rejection in sales?
Sample Answer:
“I view rejection as an opportunity to learn. I analyze the interaction to identify what could have been done better and use the insights for future calls. Staying focused on long-term goals and celebrating small wins keeps me motivated.”
6. Why do you want to work at BrowserStack?
Sample Answer:
“BrowserStack’s reputation as a leader in software testing and its strong customer base, including global companies, excites me. I’m particularly drawn to its mission of simplifying testing for developers worldwide, and I’d love to contribute by bringing in more businesses to benefit from this platform.”
7. How would you handle a situation where a prospect isn’t responding to your calls or emails?
Sample Answer:
“I’d analyze the communication history to see if I can adjust my messaging. Then, I’d try alternative methods, such as connecting via LinkedIn or sending a personalized video message. If there’s still no response, I’d space out follow-ups and use creative approaches like sharing relevant insights or case studies to re-engage.”
8. How do you prioritize leads in a fast-paced environment?
Sample Answer:
“I use a scoring system to prioritize leads based on factors like company size, engagement level, and industry fit. High-priority leads get immediate attention, while others are nurtured through automated sequences or scheduled follow-ups.”
9. What strategies would you use to communicate BrowserStack’s value proposition to a prospect?
Sample Answer:
“I’d focus on their pain points and highlight how BrowserStack can solve them. For example, I’d explain how moving testing to the cloud saves time and resources, allowing Dev and QA teams to deliver quality software faster. Using customer success stories and product demos would further solidify the value.”
10. How would you collaborate with Account Executives to close deals?
Sample Answer:
“I’d maintain open communication with the Account Executives by sharing detailed notes on lead interactions. I’d also participate in strategy meetings to align on approaches and provide necessary background before transitioning the lead. My goal would be to ensure a seamless handoff for successful deal closure.”
