Note: The job is a remote job and is open to candidates in USA. BrowserStack is the world's leading software testing platform, and they are seeking an Enterprise Account Manager to own, retain, and expand a portfolio of their largest global accounts. The role focuses on driving substantial revenue growth through strategic account management and deepening relationships with key executives.
Responsibilities
- 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
Skills
- 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
- 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
- Product Focus (Preferred): Direct experience selling DevOps, Continuous Testing, Observability, Developer Tools, or technical Infrastructure platforms
- 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.
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