Account Manager – Strategic Sales

🔥 41 minutes ago

🇮🇳 India – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

👻 Ghost score 10%

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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, retain, and expand a defined book of strategic accounts through structured farming, deep customer engagement, and long-term value creation • Drive account growth through multi-product expansion, renewal strength, and durable executive relationships • Partner with internal teams to unlock expansion opportunities across usage, teams, and product lines • Own a portfolio of strategic customers with accountability for long-term revenue growth and retention • Identify expansion levers using usage data, customer maturity, organizational structure, and business goals • Engage engineering leaders, technical stakeholders, and economic buyers • Conduct regular in-person customer meetings, including onsite visits, to strengthen relationships and accelerate account growth • Develop trusted relationships with technical users and executive stakeholders • Ensure predictable renewals by reinforcing 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 Salesforce hygiene to support forecasting and decision-making • Report to the Sales Manager

🎯 Requirements

• 4-8 years of B2B SaaS experience, with 2-3 years of experience in a farming / Account Management focused role • Demonstrated success achieving and exceeding expansion, renewal, and net revenue retention targets • Recent experience explicitly aligned to Account Management, Farming, Expansion, Upsell / Cross-sell • Willingness to work region-aligned time zones, based on customer coverage • Passionate about tech 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 in selling to and engaging with technical audiences and executive-level stakeholders • Previous exposure or success in international sales and account management will be considered a significant plus • Bachelor’s degree required; Engineering / Technology background preferred • Ability to engage confidently with engineering leaders, technical stakeholders, and economic buyers • Strong grasp of SaaS business models and comfort selling into technical organizations • Ability to attend regular in-person meetings, including onsite visits • 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 • Statutory Benefits: Gratuity per the Payment of Gratuity Act, 1972 • Paid Time Off: 25 days of paid leave annually (Annual & Sick Leave) plus gazetted public holidays and 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 to ensure an amazing remote work experience