Enterprise Account Manager

BrowserStack • Menlo Park, CA

1d • Remote

About The Position

BrowserStack is the world's leading software testing platform, used by over two million tests daily across 22 global data centers. Our products enable developers to build bug-free software for billions of internet users by testing across millions of digital environment combinations (devices, browsers, operating systems, and versions). We assist companies like Tesco, Shell, NVIDIA, Discovery, and Wells Fargo, along with over 50,000 other customers, in delivering quality software at speed by leveraging our Cloud-based testing solutions. BrowserStack, founded in 2011, aims to be the testing infrastructure for the internet. In June 2021, we secured $200 million in Series B funding, valuing the company at $4 billion. We tackle real-world problems daily, offering unique challenges and opportunities for impact. Our culture is built on openness, transparency, and collaboration, enabling us to achieve ambitious goals. BrowserStack fosters professional and personal growth for its employees and has been recognized as Great Place to Work-Certified™ 2020-21, "SaaS Startup of the Year" in 2022, and ranked in Forbes Cloud 100 in 2021.

Requirements

• Proven track record of complex, strategic account expansion and revenue ownership in B2B SaaS or enterprise technology environments.
• 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.
• 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, retain, and expand a portfolio of BrowserStack's largest and most strategic global accounts (Fortune 500 / FTSE 100) through sophisticated, multi-threaded selling, executive partnership, and long-term value creation.
• Transition customers from point solutions to positioning BrowserStack as the indispensable, single Continuous Testing Platform (CTP) across multiple business units, geographies, and product lines.
• 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.
• 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
• Enrolment in the BrowserStack Equity program
• Unlimited Time Off
• Remote-First work environment
• Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing

What This Job Offers

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