Sales Strategy and Operations, Senior Analyst

About Browserbase

Browserbase is the complete platform for building and deploying AI agents that browse and interact with the web like humans. With a single API key, developers can enable agents to search and retrieve information, fill out forms, and take action across websites. Today, Browserbase powers more than 50 million browser sessions each month for over 10,000 customers, including Ramp, DeepMind, Clay, Vercel, and Notion.

We're a Series B startup that's tripled our headcount in 2 years, and we're continuing to grow, fast. Backed by Kleiner Perkins, CRV, and Notable Capital, our team is building on our CEO's founding vision to power the world's best AI tools and help everyone automate the web.

About the role

This is the founding hire on the Revenue Operations team! We’re pretty excited about it. It’s also the first one focused squarely on sales strategy and analytics, so you should have a background in Sales Ops. You will report to and work in close partnership with our RevOps Lead, along with our Head of Sales, Head of Growth, Head of Finance, AEs, and TCSMs. This role is based in San Francisco where the full team is, and we are open to New York for the right candidate.

At Browserbase, we sell a usage-based product through two motions: a self-serve funnel that thousands of developers enter on their own, and an enterprise sales team that turns the best of those (and fresh outbound accounts) into large, expanding deals. This role would have to understand our revenue model to help impact strategic sales decisions like segmenting, forecasting, and compensation.

What you'll do

• Segmentation analysis: Run the closed-won and expansion analysis that tells us how we should be carving the market and strategize the best way to ensure coverage, account assignment, and quota.
• Quota and capacity modeling. Build the capacity models, quota scenarios, and SDR target math that Sales leadership and Finance make decisions from. Model the levers before we pull them and bring them, with an opinion, to the team.
• Forecast modeling and inspection: Build and maintain the forecast model, prep the weekly call, inspect the deals behind the number, and flag where it is likely wrong before anyone else notices. You are our eyes and ears and we rely on you to make sure the data is correct.
• Funnel and pipeline analytics: Partner with our team on filling in the funnel from self-serve signup to PQL to SQO to closed-won to expansion. Surface the conversion points worth fixing, jump in with recommendations, and help us get creative on moving the number. We’ve worked with RevOps people before who stay squarely out of the strategic decisions and work, this job isn’t it! We want you excited by the problems and to partner on solving them.
• Systems troubleshooting. Understand the systems generating our numbers (HubSpot, Snowflake, Stripe, product data) well enough to triage them.
• Market sizing and targeting. Use enrichment tooling to size segments, build target account lists, and support outbound planning.
• Deal desk support. Help on pricing approvals and deal structure as volume grows. Secondary to everything above, but part of the job.

Requirements

• 3 to 5 years in sales operations, revenue operations, sales strategy, or GTM strategy and operations at a B2B SaaS or developer tools company. A consulting or finance background with at least two years in an operating seat also works.
• Real analytical chops. You can build a segmentation analysis, a capacity model, and a forecast, and you know which one the question calls for. SQL or equivalent, plus actual modeling, not just pivot tables.
• You can take a defined piece of a larger problem and run it to a real answer without needing to own the whole thing.
• Great collaboration with Sales. Your customers at Browserbase will be internal so that means working well with AEs and jamming on strategic reports with the Head of Sales.
• Hands-on with HubSpot or Salesforce. You know the objects, the reporting layer, and where the data actually comes from.
• You have worked on a forecast before and understand what makes one wrong.
• Genuine AI tooling fluency. You use Claude, Codex, or similar to write queries, prototype internal tools, and move faster. When building something yourself is the fastest path, you build it.
• Low ego, high ownership. We are small and the job will definitely change.

Nice to haves

• Usage-based or consumption pricing experience.
• Experience supporting both self-serve and enterprise motions, and an instinct for how they should reinforce each other.
• Clay, Amplemarket, Outreach, or similar for enrichment, TAM building, and outbound tooling.
• Quota and comp plan design experience. We are not hiring a dedicated comp analyst, but knowing how plans behave is valuable.
• Snowflake, dbt, or a BI tool like Hex, Looker, or Tableau.
• Deal desk or CPQ exposure.
• You have been an early ops hire before and know what breaks beyond a Series B.

Benefits

• Competitive salary + meaningful early-stage equity
• Comprehensive medical, dental, and vision coverage for you and your dependents
• 401(k)
• Daily catered lunches with a fully-stocked kitchen
• Beautiful office in downtown San Francisco
• All the AI tools + credits you want
• Regular team offsites and company events

Base Compensation

$120,000 - $160,000 USD

Browserbase is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees, regardless of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable law.

If you need a reasonable accommodation at any point during the application or interview process, please contact your recruiter.