Account Manager – Strategic Sales

🕒 July 2

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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. • Strong understanding of upsell, cross-sell, and renewal mechanics across multi-product SaaS portfolios • Proven ability to identify expansion levers using usage data, customer maturity, org structure, and business goals • Ability to engage confidently with engineering leaders, technical stakeholders, and economic buyers • Strong grasp of SaaS business models and comfort selling into technical organizations • Engage customers through regular in-person meetings, including onsite visits, to strengthen relationships and accelerate account growth • Own a defined book of strategic accounts with full responsibility for retention, expansion, and net revenue growth • Develop trusted relationships with technical user, and executive stakeholders • Ensure predictable renewals by reinforcing value, outcomes, and ROI ahead of contract milestones. • Identify and mitigate renewal or contraction risks in partnership with Internal teams. • Act as the central point of ownership across internal teams • Maintain strong Salesforce hygiene to support forecasting and decision-making

🎯 Requirements

• 5-8 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 and a high degree of comfort and skill in selling to and engaging with technical audiences and executive-level stakeholders. • Global Market Experience (Preferred): Previous exposure or success in international sales and account management will be considered a significant plus • Bachelor’s degree required; Engineering / Technology background preferred

🏖️ 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