Case Study

Captivate Talent finds niche, technical sales hires to support BrowserStack’s US footprint growth

Note: Captivate Talent is dedicated to sourcing and placing exceptional individuals, ensuring that our talent pool represents diverse perspectives, backgrounds, and experiences.

This case study includes a diverse hire, furthering our commitment to diversity and our ability to match top-tier talent from all backgrounds with organizations seeking to build a more inclusive and innovative workforce.

Captivate Talent supports BrowserStack's US growth and East Coast presence through recruitment

BrowserStack was looking to expand their US footprint and build a solid East Coast presence. They had previously worked with Captivate Talent in 2020 for a Senior Account Executive role. So when they needed to rapidly grow their sales team to meet growth goals, they again turned to the Captivate team for 3 additional sales hires. 

After 3 more successful placements, BrowserStack has seen major growth in their largest accounts, largely attributed to great candidates hired through Captivate.

Who is BrowserStack?

BrowserStack is a software testing platform powering over two million tests every day across 15 global data centers


Partnership started in
Jan 2020
$50M Series A
Jan 2020
$200M Series B


Accel, Bond, Insight Partners

Captivate Talent has always done a great job with providing candidates that exactly fit what I’m looking for from resume, background, etc. They never provide me with a bunch of unqualified candidates to sort through. It’s always specific and targeted.

Brian Iredell
Head of US Enterprise Sales



Days from first search kickoff to first offer


Average days to fill for multiple hires


Average time to first interview for role


Total placements in Sales

Similar Searches

Building out revenue team to support US growth

6 sales hires - Series C - SalesTech

11 revenue hires - Series C - EdTech

5 revenue hires - IPO - Project Management

Results: Right fit hires help BrowserStack grow largest accounts

Even though the hiring process took place largely through the winter holiday season, Captivate was able to quickly find candidates that matched BrowserStack’s ideal profile. The hired Enterprise Account Executives have grown BrowserStack’s revenue significantly, including 3x growth on their 2nd largest account. 

All placements have also been able to grow their own compensation following BrowserStack’s mid-year reviews, due to their excellent sales performance.

1st placement

Senior Account Executive

Additional placements

Enterprise Account Executive (3)

Challenge: Dialing in on candidates with technical knowledge and sales skills

Because BrowserStack is sold to more technical buyers, they needed a recruiting partner who understood their product and could find salespeople with a) skills to engage in technical conversations and b) skills to grow large enterprise accounts. 

Other recruiters they had worked with used to throw a lot of volume at BrowserStack to see what stuck. But that ended up being a huge timesuck to sort through all of those profiles—they just needed quality!

Solution: Pre-screened candidates that match BrowserStack's needs and have detailed notes

Captivate’s quality approach during the first search with BrowserStack stuck out. During their first placement together, the BrowserStack team noticed that even though Captivate was sending a much lower volume of candidates, the quality was much higher. 

Additionally, they appreciated how Captivate provided detailed notes on each candidate (including pros and cons), allowing their team to skip the resume review and focus on asking the right questions and ensuring culture fit—a big win for time-savings and efficiency.

I had an incredible experience working with Captivate Talent. Not only were they transparent, communicative, and resourceful, but they also took it upon themselves to find the best next step in my career based on my experience and what I was actually looking for in my next role.

Bobby Burns

Enterprise Account Executive