Enterprise Account Manager

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

📋 Description

• Manage a portfolio of Tier 1 Enterprise clients, taking full responsibility for driving long-term revenue growth, retention, and expansion.

• Generate substantial expansion revenue primarily through cross-selling, upselling, and securing multi-year platform agreements to consistently meet and surpass quarterly and annual expansion objectives.

• Create and implement detailed multi-year account strategies for your portfolio, identifying growth opportunities, mapping stakeholder influence, and assessing expansion potential across various business units, regions, and product lines.

• Conduct thorough discovery to grasp customer business goals, technical frameworks, competitive landscapes, and organizational dynamics to position BrowserStack as a vital partner in their transformation journey.

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

• Interact with customers through regular high-touch engagements, including strategic onsite visits, executive business reviews (EBRs), and virtual quarterly business reviews (QBRs), to enhance relationships and drive account growth.

• Ensure predictable, timely renewals by emphasizing value, outcomes, and ROI well ahead of contract milestones.

• Identify and address renewal or contraction risks in collaboration with internal teams (Customer Success, Product, Support), taking ownership of resolution and escalation when necessary.

• Serve as the primary point of ownership and coordination across internal teams (Solutions Engineering, Client Success, Product, Marketing, Legal, Finance) to provide 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.

• Utilize AI tools and sales technologies proactively to improve sales strategy, efficiency, account intelligence, and customer engagement.

⛳️ Requirements

• Over 5 years of B2B Enterprise SaaS sales experience, with 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 exceeding expansion, renewal, and net revenue retention targets within Enterprise accounts (Fortune 500 / Global 2000).

• Recent experience directly related to Account Management, Farming, Expansion, Upselling/Cross-selling 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.

• Direct experience in selling DevOps, Continuous Testing, Observability, Developer Tools, or technical Infrastructure platforms.

• Willingness to travel as required for strategic customer engagements.

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

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

🏝️ Benefits

• Competitive Health Insurance plan.

• Enrollment in the BrowserStack Equity program.

• Unlimited Time Off to encourage our team members to prioritize their well-being, rest and rejuvenate, and spend quality time with family and friends.

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

• Remote-First benefits for home office setup, connectivity, accessories, and co-working spaces, ensuring an exceptional remote work experience.