Senior Account Manager - Enterprise Sales

BrowserStack; India; Remote; INR 3,000,000 - 6,000,000; Full time

Benefits offered by this job

Medical Insurance

Paid Time Off

Remote-First work environment

Remote-First Allowance

Job summary

BrowserStack is seeking an Enterprise Account Manager to own a portfolio of strategic customers in a remote-first India setup. You will expand multi-product usage, renew contracts, and drive long-term value with executive and technical stakeholders.

The role demands 8–10 years of B2B SaaS experience, strong customer empathy, and the ability to work across time zones. Join a fast-paced, startup-like environment focused on growth, customer outcomes, and cross-functional collaboration with product

Qualifications

• 8–10 years of B2B SaaS experience.
• Experience in farming/account management focused roles.
• Proven ability to drive expansion, renewal, and net revenue retention.
• Willingness to work in regional time zones.

Responsibilities

• Own a portfolio of Enterprise customers and drive long-term revenue growth.
• Identify upsell, cross-sell, and renewal opportunities.
• Engage engineering leaders and executives to align on goals.
• Maintain Salesforce hygiene for forecasting.

Skills

Account Management

Expansion

Upsell

Cross-sell

Renewals

Education

Bachelor’s degree

Engineering background preferred

Tools

Salesforce

Job description

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 fully remote position, open to candidates residing anywhere in India.Role in a NutshellThe Enterprise Account Manager (AM) 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 ExperienceWe are looking for a seasoned Account Manager with a strong track record of expansion-led revenue ownership in B2B SaaS or enterprise technology environments.8 - 10 years of B2B SaaS experience, with 3-4 years of experience in a farming / Account Management focused roleDemonstrated success achieving and exceeding expansion, renewal, and net revenue retention targetsRecent experience explicitly aligned to Account Management, Farming, Expansion, Upsell / Cross-sellWillingness to work region-aligned time zones, based on customer coveragePassionate about tech and SaaS; extreme customer centricity and empathy; strong desire to work in a fast-paced, self-directed start-up environmentSolid 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 preferredWhat Will You Do?Account Ownership, Expansion & Lifecycle ExpertiseOwn a portfolio of Enterprsie customers with accountability for long-term revenue growth and retention.Strong understanding of upsell, cross-sell, and renewal mechanics across multi-product SaaS portfoliosProven ability to identify expansion levers using usage data, customer maturity, org structure, and business goalsExecutive & Technical EngagementAbility to engage confidently with engineering leaders, technical stakeholders, and economic buyersStrong grasp of SaaS business models and comfort selling into technical organizationsOwn & Grow Strategic Accounts and Build Customer PartnershipsEngage customers through regular in-person meetings, including onsite visits, to strengthen relationships and accelerate account growthOwn a defined book of strategic accounts with full responsibility for retention, expansion, and net revenue growthDevelop trusted relationships with technical user, and executive stakeholdersDrive Renewal & Retention ExcellenceEnsure 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 RigorAct as the central point of ownership across internal teamsMaintain strong Salesforce hygiene to support forecasting and decision-makingBenefits: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-lawStatutory Benefits: Gratuity per the Payment of Gratuity Act, 1972Paid Time Off: 25 days of paid leave annually (Annual & Sick Leave) plus gazetted public holidays and special life-event leavesRemote-First work environment that allows our people to work from homeRemote-First Allowance for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience