Renewals Specialist

BrowserStack; United States; Remote; USD 70,000 - 110,000; Full time

Benefits offered by this job

Medical insurance

Gratuity

Unlimited Time Off

Remote-First work environment

Remote-First Allowance

Job summary

BrowserStack, the world’s leading cloud-based software testing platform, is seeking an Account Manager focused on renewals and retention. You will manage regional contracts, negotiate with senior executives, and work with sales, finance and legal to maximize renewal outcomes.

Based in a remote setup, the role requires coordinating cross-functionally, driving upsell opportunities, and maintaining trusted relationships to protect and grow revenue with BrowserStack's customers.

Qualifications

• 1–3 years in Renewals or Account Management within a SaaS organisation.
• Clear, concise communication via email, phone, or in-person with a confident tone.
• Proven ability to cross-collaborate with sales, finance and legal teams.
• Knowledge of SFDC or similar CRM tools is preferred.

Responsibilities

• Manage customer contract renewals and present to executives to negotiate and close.
• Establish long-term relationships to maximise retention and revenue.
• Drive expansions through upsell opportunities and value creation at renewal.
• Coordinate with customer-facing teams to execute retention plans.
• Use data-driven health metrics to identify at-risk customers and act.
• Maintain account information in Salesforce throughout the lifecycle.
• Maintain deep knowledge of BrowserStack products and target industries.

Skills

Renewals/Account Management in SaaS

Strong communication & negotiation

Cross-functional collaboration

SFDC familiarity

Tools

Salesforce (SFDC)

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 remote position; however, the role requires the candidate to be based in Mumbai.

Role in nutshell:

You will be managing a regional portfolio, ensuring on-time renewals and retention. Identifying and driving cross-sell and up-sell opportunities, negotiating contracts with sales, finance and legal, and collaborating with the sales and CSM functions will be essential for this role.

Desired experience:

• 1-3 years of Renewals or Account Management experience in a SaaS organisation

• Strong communication and negotiation skills - competent at providing clear and concise guidance through emails, over the phone, or in-person with a casual and confident tone.

• Ability to cross-collaborate effectively

• Knowledge of SFDC or similar CRM tools

What will you do?

• Manage customer contract renewal process and present to key clients and senior-level executives to negotiate and close contract renewals.

• Establish and maintain long-term relationships to maximize future retention and revenue opportunities

• Drive contract expansion by creating upsell opportunities, and finding creative ways to drive more value in the account at renewal time.

• Coordinate with BrowserStack customer-facing teams to meet, develop and implement strategic retention plans to accommodate goals.

• Leverage data-driven measures of customer health and proactively communicate with at-risk customers to maximize customer retention.

• Manage account and contact information through the entire customer lifecycle process using Salesforce.com

• Remain highly knowledgeable of BrowserStack products and target industries to facilitate retention efforts

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