Enterprise Account Manager

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BrowserStack

Site WebLinkedInTous les Emplois

501 - 1000 employés

Fondée en 2011

☁️ SaaS

💰 €2 003 800 000 Series B en 2021-06

SaaS • Testing • Cloud Computing

BrowserStack est une plateforme de tests basée sur le cloud qui permet aux développeurs et testeurs d'exécuter des tests sur des appareils réels et navigateurs. Elle offre des solutions pour les tests manuels et automatisés de sites web et d'applications mobiles, garantissant compatibilité, fonctionnalité et performance à travers une multitude d'appareils et de navigateurs. Avec des fonctionnalités telles que les tests multi-navigateurs, les tests visuels et l'observabilité des tests, BrowserStack vise à simplifier l'automatisation des tests, à enrichir la couverture de tests et à améliorer l'efficacité globale des tests. La plateforme prend en charge des intégrations avec divers outils CI/CD et offre une couverture étendue des navigateurs et appareils, garantissant des expériences homogènes et sans bug pour les utilisateurs dans le monde entier.

Description

• Manage and grow a defined list of Tier 1, existing Enterprise accounts. • Deepen relationships with CTOs, VPs of Engineering, Heads of DevOps, and QA Directors across global business units. • Dramatically enlarge the BrowserStack footprint by driving adoption and spend from single products to the complete platform suite (Live, Automate, Percy, Test Observability, App Automate, etc.). • Serve as the strategic quarterback who orchestrates Sales, Solutions Engineering, and Client Success to deliver a continuous, high-touch, multi-year growth strategy for your portfolio. • Develop and execute comprehensive multi-year account plans for your portfolio, identifying white space, mapping stakeholder influence, and quantifying expansion potential across different business units, geographies, and product lines. • Establish and maintain deep, trusted advisor relationships with C-level and VP-level executives (CTO, VP Engineering, VP DevOps, Head of QA). • Ensure predictable, on-time renewals by reinforcing value, outcomes, and ROI well ahead of contract milestones. • Act as the central point of ownership and orchestration across internal teams (Solutions Engineering, Client Success, Product, Marketing, Legal, Finance) to deliver seamless customer experiences and execute complex, multi-phase deals.

🎯 Exigences

• 5+ years of B2B Enterprise SaaS sales experience, with 3+ years in a farming / strategic account management / expansion-focused role (or equivalent high-velocity enterprise selling) • Demonstrated success achieving and exceeding expansion, renewal, and net revenue retention targets within Enterprise accounts (Fortune 500 / Global 2000) • Recent experience explicitly aligned to Account Management, Farming, Expansion, Upsell / Cross-sell in complex, multi-product SaaS environments • Proven success managing and closing complex, multi-threaded enterprise expansion deals with an Average Contract Value (ACV) of mid–high six figures or seven figures within existing accounts • Direct experience selling DevOps, Continuous Testing, Observability, Developer Tools, or technical Infrastructure platforms • Bachelor's degree required; Engineering / Technology background or technical undergraduate degree strongly preferred.

🏖️ Avantages

• Market competitive Health Insurance plan • Enrolment in the BrowserStack Equity program • Unlimited Time Off to ensure our people invest in their well being, to rest and rejuvenate, spend quality time with family and friends. • Remote- First work environment that allows our people to work from anywhere in the state of their residence. • Remote- First Benefit for home office setup, connectivity , accessories , co-working spaces, wellbeing to ensure an amazing remote work experience.