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BrowserStack is a cloud-based SaaS testing platform that helps development and quality teams evaluate websites and mobile applications across real browsers and devices. Its tools support manual and automated testing, including cross-browser coverage, visual validation, test observability, and performance checks. By connecting with CI/CD workflows and providing broad browser and device access, BrowserStack helps teams identify compatibility and functionality issues earlier and deliver more reliable digital experiences.
Strategic Account Manager, Sales – BrowserStack, India Remote
Grow BrowserStack’s strategic cloud software testing accounts through renewals, expansion, and executive relationship management. This full-time role is remote across India and includes regular customer onsite visits.
Description
- Manage, retain, and expand a defined portfolio of strategic accounts through structured account development, meaningful customer engagement, and long-term value creation.
- Increase account revenue through multi-product expansion, strong renewals, and lasting executive relationships.
- Collaborate with internal teams to uncover expansion opportunities across product usage, customer teams, and product lines.
- Own strategic customer relationships with responsibility for long-term revenue growth and retention.
- Use usage data, customer maturity, organizational structure, and business objectives to identify account expansion opportunities.
- Engage engineering leaders, technical stakeholders, and economic decision-makers.
- Lead regular in-person customer meetings, including onsite visits, to deepen relationships and support account growth.
- Build trusted partnerships with technical users and executive stakeholders.
- Strengthen renewal predictability by communicating customer value, outcomes, and return on investment before contract milestones.
- Work with internal teams to identify and reduce renewal and contraction risks.
- Serve as the primary coordination point across internal teams.
- Keep Salesforce records accurate to support forecasting and business decisions.
- Report to the Sales Manager.
Requirements
- 4–8 years of B2B SaaS experience, including 2–3 years in a farming or account management-focused position.
- A demonstrated record of meeting and exceeding expansion, renewal, and net revenue retention targets.
- Recent experience directly focused on account management, farming, expansion, upselling, or cross-selling.
- Availability to work in time zones aligned with customer coverage.
- Strong interest in technology and SaaS, pronounced customer empathy, and motivation to work in a fast-paced, self-directed startup environment.
- A solid understanding of SaaS and SaaS-adjacent business models.
- Confidence and effectiveness when selling to and engaging technical audiences and executive stakeholders.
- International sales or account management experience is a significant advantage.
- A bachelor’s degree is required; an engineering or technology background is preferred.
- Ability to engage effectively with engineering leaders, technical stakeholders, and economic buyers.
- Strong understanding of SaaS business models and experience selling to technical organizations.
- Ability to attend regular in-person meetings, including customer onsite visits.
- Strong Salesforce data management practices.
Benefits
- Comprehensive medical insurance with INR 5,00,000 coverage for the employee, spouse, up to two dependent children, and parents or parents-in-law.
- Statutory gratuity benefits under the Payment of Gratuity Act, 1972.
- Twenty-five days of paid annual and sick leave, plus gazetted public holidays and special leave for life events.
- A remote-first working environment that supports working from home.
- A remote-first allowance for home-office setup, connectivity, accessories, coworking spaces, and wellbeing support.
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