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 accounts 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: 5 - 8 years 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 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 At
BrowserStack we’re building the testing infrastructure for the world. We’re
extremely curious, passionate, and customer-obsessed about our mission of
empowering developers to build amazing experiences. We know we’ll grow only when
our people grow—so we build teams that are open, transparent, collaborative, and
above all supportive. We’re remote-first, giving our people the choice to work
from the setting that suits them best - whether that’s at home or in a
co-working space. It’s our core values that bring us all together and drive
everything we do. We’re thinkers, movers, innovators, and doers who believe no
feat is too big to achieve. We strive to deliver awesome results, fast; and in
that way, we’re a lot like you.