Enterprise Account Manager

BrowserStack • Chicago, IL

1d • Remote

About The Position

BrowserStack is the world's leading software testing platform, powering over two million tests daily across 22 global data centers. Its products enable developers to build bug-free software for 5 billion internet users across various digital environments. BrowserStack helps over 50,000 customers, including Tesco, Shell, NVIDIA, Discovery, and Wells Fargo, deliver quality software quickly by leveraging its Cloud testing infrastructure. Founded in 2011 by Ritesh Arora and Nakul Aggarwal, BrowserStack secured $200 million in Series B funding at a $4 billion valuation in June 2021. The company is recognized as a Great Place to Work-Certified™ organization, "SaaS Startup of the Year" in 2022 by SaaSBOOMi, ranked in Forbes Cloud 100 in 2021, and featured in LinkedIn Top Startups India 2018. The Enterprise Account Executive role focuses on owning, retaining, and expanding a portfolio of BrowserStack's largest and most strategic global accounts (Fortune 500 / FTSE 100). This involves sophisticated, multi-threaded selling, executive partnership, and long-term value creation. The successful candidate will transition customers from point solutions to positioning BrowserStack as the indispensable, single Continuous Testing Platform (CTP) across multiple business units, geographies, and product lines. This is a complex, high-ACV expansion sale aimed at driving substantial cross-sell, upsell, and multi-year platform revenue.

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
• 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

Nice To Haves

• Direct experience selling DevOps, Continuous Testing, Observability, Developer Tools, or technical Infrastructure platforms
• Engineering / Technology background or technical undergraduate degree strongly preferred

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.

Benefits

• Market competitive Health Insurance plan
• Enrollment 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior