Account Manager

BrowserStack; India; Remoto; INR 2.800.000 - 4.600.000; Tempo pieno

Vantaggi offerti da questo lavoro

Medical Insurance: INR 5,00,000 cover

Paid Time Off: 25 days

Remote-First work environment

Remote-First Allowance

Descrizione del lavoro

BrowserStack in India is seeking a Strategic Account Manager to own a defined portfolio, retain and expand revenue, and build durable executive relationships across multi-product SaaS offerings.

You will engage with engineering leaders and economic buyers, drive upsell/cross-sell, and coordinate with cross-functional teams to achieve renewal and growth targets in a remote-first setup.

Competenze

• 5–8 years experience aligned to Account Management, Farming, Expansion, Upsell / Cross-sell.
• Willingness to work region-aligned time zones based on customer coverage.
• Strong understanding of SaaS business models and ability to engage technical execs.

Mansioni

• Own a portfolio of strategic accounts with long-term revenue growth and retention.
• Engage with engineering leaders and executive stakeholders for expansion and renewals.
• Drive cross-functional collaboration and ensure predictable renewals by communicating value and ROI.
• Maintain Salesforce hygiene to support forecasting and decision-making.

Conoscenze

Account Management

Farming & Expansion

Upsell / Cross-sell

Renewals

Executive Engagement

Salesforce Hygiene

Strumenti

Salesforce

Descrizione del lavoro

Location: This is a fully remote position, open to candidates residing anywhere in India.

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.

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
• 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

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

• Medical Insurance: Comprehensive INR 5,00,000 coverage for employee, spouse, up to 2 dependent children, and parents or parents-in-law
• Statutory Benefits: Gratuity per the Payment of Gratuity Act, 1972
• Paid Time Off: 25 days of paid leave annually (Annual & Sick Leave) plus gazetted public holidays and special life-event leaves
• 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