Strategic Account Manager - Sales

Company Overview

BrowserStack is a premier cloud-based software testing platform serving over 50,000 customers like Amazon, Microsoft, Meta, and Google. Established in 2011, it processes more than two million tests daily across 22 international data centers, offering instant access to 35,000+ real devices and browsers. With a workforce exceeding 1,200 employees and a remote-first culture, BrowserStack delivers a diverse product suite including manual and automated testing, visual regression, accessibility testing, and test management solutions. The company integrates advanced AI features such as intelligent test case creation, flakiness detection, and auto-healing to enhance software development efficiency. Backed by reputed investors and consistently recognized in the Forbes Cloud 100 list, BrowserStack is committed to pioneering software testing innovations.

Role Summary

This remote position, requiring residence in Mumbai, involves managing and expanding a set of key strategic accounts. The Strategic Account Manager will deepen customer relationships, drive multi-product growth, and ensure consistent revenue renewal by collaborating with internal teams and engaging with complex global engineering-focused clients. Reporting to the Sales Manager, the role demands fostering strong executive partnerships and maximizing long-term account value.

Key Responsibilities

• Fully manage a portfolio of strategic accounts responsible for retention and revenue growth.
• Leverage knowledge of upselling, cross-selling, and renewals within multi-product SaaS offerings.
• Analyze customer usage, maturity, organizational structure, and goals to identify growth opportunities.
• Interact confidently with engineering leaders, technical stakeholders, and economic buyers.
• Regularly conduct in-person meetings and onsite visits to nurture and expand customer relationships.
• Build trusted partnerships with both technical users and executive sponsors.
• Drive renewal processes proactively by demonstrating value, outcomes, and ROI ahead of contract renewals.
• Identify and address risks related to renewal or contraction in collaboration with internal teams.
• Serve as the primary liaison coordinating efforts across different internal departments.
• Maintain high-quality Salesforce data for accurate forecasting and decision support.

Desired Qualifications and Experience

• 5 to 8 years of experience in B2B SaaS environments, including 2 to 3 years in farming or account management roles.
• Proven track record exceeding expansion, renewal, and net revenue retention targets.
• Specific expertise in account management, farming, upselling, and cross-selling.
• Competence working with customers across regional time zones.
• Strong passion for technology and SaaS, with exceptional customer orientation and empathy.
• Ability to navigate a fast-paced, autonomous startup setting.
• Solid understanding of SaaS and related business models, comfortable engaging technical and executive audiences.
• Experience in global markets preferred.
• Bachelor’s degree mandatory; preference for candidates with engineering or technology backgrounds.

Benefits

• Medical insurance with INR 500,000 coverage for employee, spouse, up to two children, and parents or in-laws.
• Statutory benefits including gratuity as per the Payment of Gratuity Act, 1972.
• Annual paid time off of 25 days plus public holidays and special leave for life events.
• Remote-first work policy supporting home-based work.
• Allowance to support home office setup, connectivity, accessories, coworking spaces, and wellbeing initiatives.