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Distribution Strategy



Posted on Friday, June 14, 2024

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

Role in a nutshell:

  • The Distribution Strategy team is responsible for defining the GTM strategy for the BrowserStack Test Platform.

  • This includes identifying opportunities to leverage existing channels such as Content, SEO, Developer relations, etc.

  • We will also build and nurture new channels to drive platform adoption.

  • You will come up with initiatives, and work closely with Product, Marketing, Monetization, Partnerships, and sales teams, to experiment, validate, and execute them.

  • You will get a 360-degree view of the GTM motion of a B2B developer product.

  • You will report to the Head of Distribution strategy and work closely with leaders from all functions.

Desired experience:

  • 7+ years’ experience with at least 3+ years’ experience in Product Management, Strategy, or Marketing roles

  • Prior knowledge of different channels of distribution is a plus, but not mandatory

  • Great communication skills and ability to influence leadership and senior stakeholders in the organization

  • Interested and willing to learn best practices of developer products

What will you do?

  • Build a long-term view of the developer ecosystem based on in-depth research, and identify how to best position and sell BrowserStack’s test platform

  • Deep dive into different channels, understand the key levers that influence each channel

  • Communicate a point of view on what channel might work best for a particular product

  • Place bets on individual channels and assess product-channel fit by performing experiments and double down when successful

  • Take ownership in a fast-paced environment, to drive rigorous, fact-based recommendations to Marketing, Sales, Partnerships, Monetization, and Product teams.


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