Enterprise Account Manager

Who are we and what do we do?

BrowserStack is the world's leading software testing platform powering over two million tests every day across 22 global data centers. BrowserStack's products help developers build bug-free software for the 5 billion internet users accessing websites and mobile applications through millions of combinations of digital environments—devices, browsers, operating systems, and versions. We help Tesco, Shell, NVIDIA, Discovery, Wells Fargo, and over 50,000 customers deliver quality software at speed by moving testing to our Cloud. With BrowserStack, Dev and QA teams can move fast while delivering an amazing experience for every customer.

BrowserStack was founded by Ritesh Arora and Nakul Aggarwal in 2011 with the vision of becoming the testing infrastructure for the internet. We recently secured $200 million in Series B funding at a $4 billion valuation in June 2021.

At BrowserStack we solve real problems—each day is a unique challenge and an opportunity to make a difference. We strive to be open, transparent, and collaborative, so no feat is too big to achieve. BrowserStack is an extension of its people and a place where they can grow both professionally and personally. To that effect, we’re humbled to be recognized  by leading organizations around the world:

• BrowserStack is Great Place to Work-Certified™ 2020-21

• Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi

• Ranked in Forbes Cloud 100 in 2021 - for the second time

• Featured in LinkedIn Top Startups India 2018

Location: This is a remote position; however, the role requires the candidate to be currently based in San Francisco.

Role in a Nutshell:

The Enterprise Account Executive role is focused on owning, retaining, and expanding 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.

You 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 focused on driving substantial cross-sell, upsell, and multi-year platform revenue.

Your Accounts: Manage and grow a defined list of Tier 1, existing Enterprise accounts.

Your Buyers: Deepen relationships with CTOs, VPs of Engineering, Heads of DevOps, and QA Directors across global business units.

Your Mission: Dramatically expand the BrowserStack footprint by driving adoption and spend from single products to the complete platform suite (Live, Automate, Percy, Test Observability, App Automate, etc.).

Your Strategy: 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.

Desired Experience
We are looking for a senior Enterprise Account Executive with a 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, 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

• Product Focus (Preferred): Direct experience selling DevOps, Continuous Testing, Observability, Developer Tools, or technical Infrastructure platforms

• 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; Engineering / Technology background or technical undergraduate degree strongly preferred

What Will You Do?

Account Ownership, Expansion & Lifecycle Expertise

• 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.

Strategic Account Planning & Business Acumen

• 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.

Executive & Technical Engagement

• 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.

Drive Renewal & Retention Excellence

• 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.

Operate Cross-Functionally with Rigor & Discipline

• 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:

In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy:

• 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