Enterprise Account Manager

🔥 0 minutes ago

🗽 New York – Remote

🗽 New York – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

👻 Ghost score 10%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.Why this score:

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• No salary listed.

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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 accountability for long-term revenue growth, retention, and expansion • Drive expansion revenue through cross-selling, upselling, and multi-year platform agreements • Develop and execute comprehensive multi-year account plans • Identify white space, map stakeholder influence, and quantify expansion potential across business units, geographies, and product lines • Conduct deep discovery into customer business objectives, technical architecture, competitive landscape, and organizational dynamics • Establish and maintain trusted advisor relationships with C-level and VP-level executives • Conduct strategic onsite visits, executive business reviews, and virtual QBRs • Ensure predictable, on-time renewals by reinforcing value, outcomes, and ROI • Identify and mitigate renewal or contraction risks with internal teams • Orchestrate Solutions Engineering, Client Success, Product, Marketing, Legal, and Finance teams • Maintain Salesforce hygiene and pipeline discipline for forecasting and deal visibility • Leverage AI tools and sales technologies to improve sales strategy, efficiency, account intelligence, and customer engagement

🎯 Requirements

• 5+ years of B2B Enterprise SaaS sales experience • 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 preferred • Willingness to travel as needed for strategic customer engagement • Exceptional proficiency in relationship mapping, stakeholder management, and executive-level communication • 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 wellbeing, 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

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