Account Manager - Strategic Sales

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 Manager 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 organizations, partnering closely with internal teams to unlock expansion opportunities across usage, teams, and product lines. This role reports to the Sales Manager. Desired Experience  We are looking for a seasoned Account Manager with a strong track record of expansion-led revenue ownership in B2B SaaS or enterprise technology environments. 5-8 years of B2B SaaS experience, with 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 SaaS; extreme customer centricity and empathy; strong 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. Global Market Experience (Preferred): Previous exposure or success in international sales and account management will be considered a significant plus. Bachelor’s degree required; Engineering / Technology background preferred What Will You Do? Account Ownership, Expansion & Lifecycle Expertise Own a portfolio of strategic customers with accountability for long-term revenue growth and retention. Strong understanding of upsell, cross-sell, and renewal mechanics across multi-product SaaS portfolios Proven ability to identify expansion levers using usage data, customer maturity, org structure, and business goals Executive & Technical Engagement Ability to engage confidently with engineering leaders, technical stakeholders, and economic buyers Strong grasp of SaaS business models and comfort selling into technical organizations Own & Grow Strategic Accounts and Build Customer Partnerships 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, expansion, and net revenue growth Develop trusted relationships with technical user, and executive stakeholders Drive Renewal & Retention Excellence Ensure predictable renewals by reinforcing value, outcomes, and ROI ahead of contract milestones. Identify and mitigate renewal or contraction risks in partnership with Internal teams. Operate Cross-Functionally with Rigor Act as the central point of ownership across internal teams Maintain strong Salesforce hygiene to support forecasting and decision-making Benefits: In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy: Medical insurance for self, spouse, upto 2 dependent children and Parents or Parents-in-law up to INR 5,00,000 Gratuity as per payment of Gratuity Act, 1972 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 home Remote-First Allowance for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience