Enterprise Account Manager

Jobtailor; San Francisco (CA); On-site; USD 140,000 - 230,000; Full time

Job summary

Jobtailor seeks an experienced Enterprise SaaS Account Executive to own a portfolio of Tier 1 customers and drive long-term revenue growth through expansion and renewals. You will lead multi-year account plans, map stakeholders, and coordinate across internal teams to close complex, multi-product deals.

Facing Fortune 500/Global 2000 customers, you will nurture C-level relationships and conduct regular strategy reviews to ensure value realization and ROI, while traveling as needed for strategic

Qualifications

• 5+ years of B2B Enterprise SaaS sales with expansion and renewal focus.
• Proven track record of achieving multi-year expansion targets and net revenue retention.
• Experience farming and managing strategic accounts within complex, multi-product SaaS environments.

Responsibilities

• Own a portfolio of Tier 1 Enterprise customers with revenue growth, retention, and expansion.
• Drive expansion revenue through cross-selling, upselling, and multi-year platform agreements.
• Develop multi-year account plans, map stakeholders, and quantify expansion potential.
• Conduct deep discovery on objectives, architecture, landscape, to position BrowserStack as a strategic enabler.
• Establish and maintain deep, trusted advisor relationships with C-level and VP-level executives (CTO, VP Engineering, VP DevOps, Head of QA).
• Engage customers through high-touch interactions, onsite visits, EBRs, and QBRs to accelerate growth.
• Ensure predictable renewals by reinforcing value and ROI ahead of milestones.
• Act as central owner across internal teams to deliver seamless customer experiences and multi-phase deals.

Education

Bachelor's degree

Engineering/Tech background preferred

Job description

Responsibilities

• Own a portfolio of Tier 1 Enterprise customers with full accountability for long‑term revenue growth, retention, and expansion.
• Drive significant expansion revenue predominantly through cross‑selling, upselling, and securing multi‑year platform agreements to consistently achieve and exceed quarterly and annual expansion targets.
• Develop and execute comprehensive multi‑year account plans for your portfolio, identifying white space, mapping stakeholder influence, and quantifying expansion potential across different business units, geographies, and product lines.
• Conduct deep discovery to understand customer business objectives, technical architecture, competitive landscape, and organizational dynamics to position BrowserStack as a strategic enabler of transformation.
• Establish and maintain deep, trusted advisor relationships with C‑level and VP‑level executives (CTO, VP Engineering, VP DevOps, Head of QA).
• Engage customers through regular high‑touch interactions, including strategic onsite visits, executive business reviews (EBRs), and virtual QBRs, to strengthen relationships and accelerate account growth.
• Ensure predictable, on‑time renewals by reinforcing value, outcomes, and ROI well ahead of contract milestones.
• Act as the central point of ownership and orchestration across internal teams (Solutions Engineering, Client Success, Product, Marketing, Legal, Finance) to deliver seamless customer experiences and execute complex, multi‑phase deals.

Requirements

• 5+ years of B2B Enterprise SaaS sales experience, with 3+ years in a farming / strategic account management / expansion‑focused role (or equivalent high‑velocity enterprise selling).
• Demonstrated success achieving and exceeding expansion, renewal, and net revenue retention targets within Enterprise accounts (Fortune 500 / Global 2000).
• Recent experience explicitly aligned to Account Management, Farming, Expansion, Upsell / Cross‑sell in complex, multi‑product SaaS environments.
• Proven success managing and closing complex, multi‑threaded enterprise expansion deals with an Average Contract Value (ACV) of mid‑high six figures or seven figures within existing accounts.
• Product Focus (Preferred): Direct experience selling DevOps, Continuous Testing, Observability, Developer Tools, or technical Infrastructure platforms.
• Willingness to travel as needed for strategic customer engagement.
• Exceptional proficiency in relationship mapping, stakeholder management, executive‑level communication, ability to nurture and grow accounts over long cycles.
• Bachelor's degree required; Engineering / Technology background or technical undergraduate degree strongly preferred.

Core Competencies

Demonstrates expertise in B2B Enterprise SaaS sales with a focus on account management, expansion strategies, and relationship building with C‑level executives. Proven ability to drive revenue growth through upselling and cross‑selling in complex, multi‑product environments.