Enterprise Account Manager

This is a fully remote position, open to applicants in California.

📋 Description

• The role of Enterprise Account Executive revolves around owning, retaining, and expanding a portfolio of BrowserStack's most significant and strategic global accounts (Fortune 500 / FTSE 100) through advanced, multi-threaded selling, executive partnerships, and the creation of long-term value.

• Oversee and enhance a designated list of Tier 1 existing Enterprise accounts.

• Strengthen relationships with CTOs, VPs of Engineering, Heads of DevOps, and QA Directors across various global business units.

• Significantly expand the BrowserStack presence by promoting the transition from single products to the complete suite of platforms.

• Act as the strategic quarterback, coordinating Sales, Solutions Engineering, and Client Success to implement a continuous, high-touch, multi-year growth strategy for your portfolio.

• Create and implement thorough multi-year account plans for your portfolio, identifying opportunities, mapping stakeholder influence, and quantifying expansion potential across diverse business units, geographies, and product lines.

• Build and sustain deep, trusted advisor relationships with C-level and VP-level executives (CTO, VP Engineering, VP DevOps, Head of QA).

• Guarantee predictable, on-time renewals by reinforcing value, outcomes, and ROI well in advance of contract milestones.

⛳️ Requirements

• A minimum of 5 years of B2B Enterprise SaaS sales experience, including at least 3 years in a farming/strategic account management/expansion-focused role (or equivalent high-velocity enterprise selling).

• Proven track record of achieving and surpassing expansion, renewal, and net revenue retention targets within Enterprise accounts (Fortune 500 / Global 2000).

• Recent experience specifically aligned with Account Management, Farming, Expansion, and Upsell/Cross-sell in complex, multi-product SaaS environments.

• Demonstrated success in managing and closing complex, multi-threaded enterprise expansion deals with an Average Contract Value (ACV) in the mid to high six figures or seven figures within existing accounts.

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

• Willingness to travel as necessary for strategic customer engagement.

• Exceptional skills in relationship mapping, stakeholder management, executive-level communication, and the ability to nurture and grow accounts over extended cycles.

• A Bachelor's degree is required; an Engineering/Technology background or a technical undergraduate degree is strongly preferred.

🏝️ Benefits

• Competitive market Health Insurance plan.

• Enrollment in the BrowserStack Equity program.

• Unlimited Time Off to ensure our employees prioritize their well-being, allowing them to rest, rejuvenate, and spend quality time with family and friends.

• Remote-First work environment enabling our employees to work from anywhere within their state of residence.

• Remote-First benefits for home office setup, connectivity, accessories, co-working spaces, and well-being to ensure an outstanding remote work experience.