Account Manager – Strategic Sales

🕒 August 4

🇮🇳 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 a portfolio of strategic customers with accountability for long-term revenue growth and retention • Drive account expansion through upsell, cross-sell, renewals, and multi-product growth • 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 • Build trusted relationships with technical users and executive stakeholders • Ensure predictable renewals by reinforcing value, outcomes, and ROI • 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

🎯 Requirements

• 5–8 years of B2B SaaS experience • 2–3 years of experience in a farming or Account Management-focused role • Demonstrated success achieving and exceeding expansion, renewal, and net revenue retention targets • Recent experience in Account Management, Farming, Expansion, Upsell, or Cross-sell • Willingness to work region-aligned time zones based on customer coverage • Passion for technology and SaaS • Strong customer centricity and empathy • Desire to work in a fast-paced, self-directed startup environment • Understanding of software SaaS or SaaS-adjacent business models • Comfort and skill selling to and engaging with technical audiences and executive-level stakeholders • Bachelor’s degree required • Engineering or Technology background preferred

🏖️ Benefits

• Medical insurance for self, spouse, up to 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 • Remote-first work environment allowing work from home • Remote-first allowance for home office setup, connectivity, accessories, co-working spaces, and wellbeing