Account Manager – Commercial Sales

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BrowserStack

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2011

☁️ SaaS

💰 $2G Series B on 2021-06

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.

📋 Description

• Own a portfolio of strategic customers with accountability for long-term revenue growth and retention • Identify expansion opportunities across usage, teams, and product lines • Drive upsell, cross-sell, renewals, retention, and net revenue growth across multi-product SaaS portfolios • Engage engineering leaders, technical stakeholders, economic buyers, and executive stakeholders • Conduct regular in-person customer meetings, including onsite visits • Develop trusted relationships with technical users and executive stakeholders • Reinforce customer value, outcomes, and ROI ahead of contract milestones • Identify and mitigate renewal or contraction risks with internal teams • Act as the central point of ownership across internal teams • Maintain strong Salesforce hygiene to support forecasting and decision-making

🎯 Requirements

• Bachelor’s degree required; Engineering / Technology background preferred • 2–5 years of experience aligned to Account Management, Farming, Expansion, Upsell / Cross-sell • Willingness to work region-aligned time zones based on customer coverage • Passion for technology and SaaS • Extreme customer centricity and empathy • Strong desire to work in a fast-paced, self-directed start-up environment • Solid understanding of Software SaaS/SaaS-adjacent business models • Comfort and skill selling to and engaging with technical audiences and executive-level stakeholders • Ability to engage confidently with engineering leaders, technical stakeholders, and economic buyers • Strong grasp of SaaS business models and comfort selling into technical organizations • Previous international sales and account management exposure or success considered a significant plus • Strong understanding of upsell, cross-sell, and renewal mechanics • Proven ability to identify expansion levers using usage data, customer maturity, organizational structure, and business goals • Ability to maintain strong Salesforce hygiene

🏖️ Benefits

• Medical Insurance: Comprehensive INR 5,00,000 coverage for employee, spouse, up to 2 dependent children, and parents or parents-in-law • Gratuity per the Payment of Gratuity Act, 1972 • 25 days of paid leave annually (Annual & Sick Leave) • Gazetted public holidays • Special life-event leaves • 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