Senior Account Executive – Strategic Sales

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BrowserStack

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SaaS • Testing • Cloud Computing

BrowserStack is a comprehensive cloud-based testing platform that enables developers and testers to run tests on real devices and browsers. It provides solutions for manual and automated testing of websites and mobile applications, ensuring compatibility, functionality, and performance across a plethora of devices and browsers. With features such as cross-browser testing, visual testing, and test observability, BrowserStack aims to streamline test automation, enhance test coverage, and improve overall testing efficiency. The platform supports integrations with various CI/CD tools and offers extensive browser and device coverage, ensuring seamless and bug-free experiences for users globally.

501 - 1000 employees

Founded 2011

☁️ SaaS

💰 $2G Series B on 2021-06

📋 Description

• Drive Account Growth and Profitability: Directly own and manage a book of business, concentrating on farming, retention, and aggressively expanding revenue through upselling and cross-selling within existing client accounts • Cultivate Strategic Client Partnerships: Build and maintain deep, trust-based relationships with key decision-makers and executive stakeholders to solidify client loyalty, maximize satisfaction, and establish our company as a long-term strategic partner • Execute Expansion Strategies: Develop and execute comprehensive strategic account plans specifically designed to proactively identify and capitalize on new business opportunities within your assigned accounts • Achieve and Exceed Targets: Consistently meet and exceed individual sales quota and revenue targets tied directly to the growth and expansion of your portfolio • Champion Cross-Functional Alignment: Act as the central client advocate, partnering seamlessly with Customer Success, Renewals, and other internal teams to ensure the delivery of exceptional client value and service throughout the customer lifecycle • Lead Solution Shaping: Proactively identify evolving client needs and business challenges, collaborating with Product and Engineering teams to influence and shape tailored solutions that directly address those needs • Ensure Operational Excellence: Maintain impeccable data hygiene and reporting accuracy for your book of business within Salesforce.com to ensure reliable forecasting and strategic decision-making • Manage Global Client Base: Take responsibility for managing and growing accounts that may span global markets and diverse regions, adapting strategies to international business contexts • Global Market Experience (Advantageous): Previous exposure or success in international sales and account management will be considered a significant plus • Alignment and Value Creation: Expertly skilled at building and maintaining long-term client partnerships, specifically by deeply aligning our company's offerings with the client's strategic business objectives to unlock and accelerate mutual growth opportunities

🎯 Requirements

• 3–7 years of progressive experience in selling complex technology or enterprise solutions, including at least 3 years in a direct closing role • Proven Book of Business (BoB) Growth expertise • Expertise in managing the entire customer lifecycle, from strategic outbound lead generation and initial engagement with new prospects to deep nurturing and expansion within existing accounts • A history of success in strategic account management, specifically in ensuring high levels of client satisfaction while simultaneously driving significant revenue growth through upselling, cross-selling, and renewal strategies • Exceptional ability to identify and qualify strategic growth opportunities, build enduring, trust-based relationships, and develop comprehensive account plans that lead to measurable, long-term account growth • A solid understanding of cloud computing or complex SaaS business models and a high degree of comfort and skill in selling to and engaging with technical audiences and executive-level stakeholders

🏖️ Benefits

• 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 home • Remote-First Allowance for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience