Enterprise Account Manager

🕒 Julho 13

🏄 California – Remoto

🏄 California – Remote

⏰ Tempo Integral

🟡 Pleno

🟠 Sênior

💰 Gerente de Contas

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BrowserStack

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

Fundada em 2011

☁️ SaaS

💰 $2.003.800.000 Series B em 2021-06

SaaS • Testing • Cloud Computing

BrowserStack é uma plataforma abrangente de testes em nuvem que permite a desenvolvedores e testadores executarem testes em dispositivos e navegadores reais. Ela oferece soluções para teste manual e automatizado de sites e aplicativos móveis, garantindo compatibilidade, funcionalidade e desempenho em uma infinidade de dispositivos e navegadores. Com recursos como testes entre navegadores, testes visuais e observabilidade de testes, a BrowserStack visa simplificar a automação de testes, aumentar a cobertura de testes e melhorar a eficiência geral dos testes. A plataforma suporta integrações com várias ferramentas CI/CD e oferece uma ampla cobertura de navegadores e dispositivos, garantindo experiências contínuas e sem bugs para usuários em todo o mundo.

Descrição

• The Enterprise Account Executive role is focused on owning, retaining, and expanding a portfolio of BrowserStack's largest and most strategic global accounts (Fortune 500 / FTSE 100) through sophisticated, multi-threaded selling, executive partnership, and long-term value creation. • Manage and grow a defined list of Tier 1, existing Enterprise accounts. • Deepen relationships with CTOs, VPs of Engineering, Heads of DevOps, and QA Directors across global business units. • Dramatically enlarge the BrowserStack footprint by driving adoption and spend from single products to the complete platform suite. • Serve as the strategic quarterback who orchestrates Sales, Solutions Engineering, and Client Success to deliver a continuous, high-touch, multi-year growth strategy for your portfolio. • Develop and execute comprehensive multi-year account plans for your portfolio, identifying white space, mapping stakeholder influence, and quantifying expansion potential across different business units, geographies, and product lines. • Establish and maintain deep, trusted advisor relationships with C-level and VP-level executives (CTO, VP Engineering, VP DevOps, Head of QA). • Ensure predictable, on-time renewals by reinforcing value, outcomes, and ROI well ahead of contract milestones.

🎯 Requisitos

• 5+ years of B2B Enterprise SaaS sales experience, with 3+ years in a farming / strategic account management / expansion-focused role (or equivalent high-velocity enterprise selling) • Demonstrated success achieving and exceeding expansion, renewal, and net revenue retention targets within Enterprise accounts (Fortune 500 / Global 2000) • Recent experience explicitly aligned to Account Management, Farming, Expansion, Upsell / Cross-sell in complex, multi-product SaaS environments • Proven success managing and closing complex, multi-threaded enterprise expansion deals with an Average Contract Value (ACV) of mid–high six figures or seven figures within existing accounts • Product Focus (Preferred): Direct experience selling DevOps, Continuous Testing, Observability, Developer Tools, or technical Infrastructure platforms • Willingness to travel as needed for strategic customer engagement • Exceptional proficiency in relationship mapping, stakeholder management, executive-level communication, ability to nurture and grow accounts over long cycles • Bachelor's degree required; Engineering / Technology background or technical undergraduate degree strongly preferred.

🏖️ Benefícios

• Market competitive Health Insurance plan • Enrolment in the BrowserStack Equity program • Unlimited Time Off to ensure our people invest in their well being, to rest and rejuvenate, spend quality time with family and friends. • Remote- First work environment that allows our people to work from anywhere in the state of their residence. • Remote- First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience.