Enterprise Account Manager

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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 Tier 1 Enterprise customers with full accountability for long-term revenue growth, retention, and expansion. • Drive significant expansion revenue predominantly through cross-selling, upselling, and securing multi-year platform agreements to consistently achieve and exceed quarterly and annual expansion targets. • 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. • Conduct deep discovery to understand customer business objectives, technical architecture, competitive landscape, and organizational dynamics to position BrowserStack as a strategic enabler of transformation. • Establish and maintain deep, trusted advisor relationships with C-level and VP-level executives (CTO, VP Engineering, VP DevOps, Head of QA) • Engage customers through regular high-touch interactions, including strategic onsite visits, executive business reviews (EBRs), and virtual QBRs, to strengthen relationships and accelerate account growth. • Ensure predictable, on-time renewals by reinforcing value, outcomes, and ROI well ahead of contract milestones. • Identify and mitigate renewal or contraction risks in partnership with internal teams (CS, Product, Support), taking ownership of resolution and escalation when necessary. • 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. • Maintain strong Salesforce hygiene and pipeline discipline to support accurate forecasting, deal visibility, and data-driven decision-making across Sales leadership. • Leverage AI tools and sales technologies proactively to enhance sales strategy, efficiency, account intelligence, and customer engagement.

🎯 Requirements

• 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 • Willingness to travel as needed for strategic customer engagement • Exceptional proficiency in relationship mapping, stakeholder management, executive-level communication, ability to nurture and grow accounts over long cycles • Bachelor's degree required; Engineering / Technology background or technical undergraduate degree strongly preferred.

🏖️ Benefits

• 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.