BrowserStack
AccountManager-StrategicSales
Neural analysis suggests this role is
optimal for Mid candidates.
“Account Manager - Strategic Sales at BrowserStack. Skills: Account Ownership, Expansion, Lifecycle Expertise, Executive Engagement, Technical Engagement, Renewal Excellence, Retention Excellence. Own a portfolio of strategic customers with accountability for long-term revenue growth and retention.. Identify expansion levers using usage data, customer maturity, org structure, and business goals.”
What You'll Achieve.
long-term revenue growth; retention; expansion-led revenue ownership; multi-product expansion; renewal strength; durable executive relationships; net revenue retention targets
Industry & Context.
Willingness to work region-aligned time zones, based on customer coverage, Engage customers through regular in-person meetings, including onsite visits
What They're Looking For.
Must Have
5-8 years of B2B SaaS experience, 2-3 years of experience in a farming / Account Management focused role, Demonstrated success achieving and exceeding expansion, renewal, and net revenue retention targets, Recent experience explicitly aligned to Account Management, Farming, Expansion, Upsell / Cross-sell, Willingness to work region-aligned time zones, based on customer coverage, Passionate about tech and extreme customer centricity and desire to work in a fast-paced, self-directed start-up environment, Solid understanding of Software SaaS/ SaaS adjacent business models and a high degree of comfort and skill in selling to and engaging with technical audiences and executive-level stakeholders.
Nice to Have
Global Market Experience, Engineering / Technology background
What You'll Do.
Own a portfolio of strategic customers with accountability for long-term revenue growth and retention.
Identify expansion levers using usage data
Engage customers through regular in-person meetings
including onsite visits
to strengthen relationships and accelerate account growth.
Own a defined book of strategic accounts with full responsibility for retention
and net revenue growth.
Develop trusted relationships with technical user
and executive stakeholders.
Ensure predictable renewals by reinforcing value
and ROI ahead of contract milestones.
Identify and mitigate renewal or contraction risks in partnership with Internal teams.
Act as the central point of ownership across internal teams.
Maintain Salesforce hygiene to support forecasting and decision-making.
How You'll Work.
Team & Collaboration
Partnering closely with internal teams to unlock expansion opportunities across usage, teams, and product lines.; Act as the central point of ownership across internal teams.
Communication Scope
Ability to engage confidently with engineering leaders, technical stakeholders, and economic buyers
Full Job Description
**Who are we and what do we do?** BrowserStack is the world’s leading cloud-based software testing platform, empowering over 50,000 customers—including Amazon, Microsoft, Meta, and Google—to deliver high-quality software at speed. Founded in 2011 by Ritesh Arora and Nakul Aggarwal, the company has grown to support more than two million tests daily across 22 global data centers, providing instant access to 35,000+ real devices and browsers. With over 1,200 employees and a remote-first approach, BrowserStack operates at the intersection of scale, reliability, and innovation. Its suite of products spans manual and automated testing, visual regression, accessibility, and test management—all designed to simplify the testing process for modern development teams. Behind the scenes, BrowserStack continues to push the boundaries with AI capabilities like smart test case generation and design, flakiness detection, auto-healing and more —helping teams reduce maintenance overhead, debug faster, and catch issues earlier in the development lifecycle. Recognized for its innovation and growth, BrowserStack has been named to the Forbes Cloud 100 list for four consecutive years. With backing from investors like Accel, Bond, and Insight Partners, the company continues to expand its product offerings and global footprint. Joining BrowserStack means being part of a mission-driven team dedicated to shaping the future of software testing. ****Location:**** This is a remote position; however, the role requires the candidate to be based in Mumbai. **Role in a Nutshell** The Strategic Account Executive (AE) role is focused on owning, retaining, and expanding a defined book of strategic executive through structured farming, deep customer engagement, and long-term value creation. This role emphasizes account growth with success driven by multi-product expansion, renewal strength, and durable executive relationships. You will work with complex, global accounts within engineering-led organizatio
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