Enterprise Account Manager

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 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.
• 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.

• 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.

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.