Enterprise Account Manager

Enterprise Account Executive

The Enterprise Account Executive role is focused on owning, retaining, and expanding a portfolio of Browser Stack's largest and most strategic global accounts (Fortune 500 / FTSE 100) through sophisticated, multi-threaded selling, executive partnership, and long-term value creation.

You will transition customers from point solutions to positioning Browser Stack as the indispensable, single Continuous Testing Platform (CTP) across multiple business units, geographies, and product lines. This is a complex, high-ACV expansion sale focused on driving substantial cross-sell, upsell, and multi-year platform revenue.

Your Accounts:
Manage and grow a defined list of Tier 1, existing Enterprise accounts.

Your Buyers:
Deepen relationships with CTOs, VPs of Engineering, Heads of Dev Ops, and QA Directors across global business units.

Your Mission:
Dramatically enlarge the Browser Stack footprint by driving adoption and spend from single products to the complete platform suite (Live, Automate, Percy, Test Observability, App Automate, etc.).

Your Strategy:
Serve as the strategic quarterback who orchestrates Sales, Solutions Engineering, and Client Success to deliver a continuous, high-touch, multi-year growth strategy for your portfolio.

We are looking for a senior Enterprise Account Executive with a proven track record of complex, strategic account expansion and revenue ownership in B2B SaaS or enterprise technology environments.

• 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 Dev Ops, 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

• 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 Browser Stack as a strategic enabler of transformation.

• Establish and maintain deep, trusted advisor relationships with C-level and VP-level executives (CTO, VP Engineering, VP Dev Ops, 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.

• Identify and mitigate renewal or contraction risks in partnership with internal teams (CS, Product, Support), taking ownership of resolution and escalation when necessary.

• 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.

• Maintain strong Salesforce hygiene and pipeline discipline to support accurate forecasting, deal visibility, and data-driven decision-making across Sales leadership.

• Leverage AI tools and sales technologies proactively to enhance sales strategy, efficiency, account intelligence, and customer engagement.

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

• Market competitive Health Insurance plan

• Enrolment in the Browser Stack…