Account Manager

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.\n\nRecognized 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.\n\nLocation: This is a remote position; however, the role requires the candidate to be based in Mumbai.\n\nRole in a Nutshell\n\nThe Strategic Account Manager (AM) role is focused on owning, retaining, and expanding a defined book of strategic executive through structured farming, deep customer engagement, and long-term value creation.

This role emphasizes account growth with success driven by multi-product expansion, renewal strength, and durable executive relationships.\nYou will work with complex, global accounts within engineering-led organizations, partnering closely with internal teams to unlock expansion opportunities across usage, teams, and product lines. This role reports to the Sales Manager.\n\nDesired Experience\n\nWe are looking for a seasoned Account Manager with a strong track record of expansion-led revenue ownership in B2B SaaS or enterprise technology environments.\n5-8 years of B2B SaaS experience, with 2-3 years of experience in a farming / Account Management focused role\nDemonstrated success achieving and exceeding expansion, renewal, and net revenue retention targets\nRecent experience explicitly aligned to Account Management, Farming, Expansion, Upsell / Cross-sell\nWillingness to work region-aligned time zones, based on customer coverage\nPassionate about tech and SaaS; extreme customer centricity and empathy; strong desire to work in a fast-paced, self-directed start-up environment\nSolid understanding of Software SaaS/ SaaS adjacent business models and a high degree of comfort and skill in selling to and engaging with technical audiences and executive-level stakeholders.\nGlobal Market Experience (Preferred): Previous exposure or success in international sales and account management will be considered a significant plus.\nBachelor’s degree required; Engineering / Technology background preferred\n\nWhat Will You Do?\n\nAccount Ownership, Expansion & Lifecycle Expertise\nOwn a portfolio of strategic customers with accountability for long-term revenue growth and retention.\nStrong understanding of upsell, cross-sell, and renewal mechanics across multi-product SaaS portfolios\nProven ability to identify expansion levers using usage data, customer maturity, org structure, and business goals\n\nExecutive & Technical Engagement\nAbility to engage confidently with engineering leaders, technical stakeholders, and economic buyers\nStrong grasp of SaaS business models and comfort selling into technical organizations\n\nOwn & Grow Strategic Accounts and Build Customer Partnerships\nEngage customers through regular in-person meetings, including onsite visits, to strengthen relationships and accelerate account growth\nOwn a defined book of strategic accounts with full responsibility for retention, expansion, and net revenue growth\nDevelop trusted relationships with technical user, and executive stakeholders\n\nDrive Renewal & Retention Excellence\nEnsure predictable renewals by reinforcing value, outcomes, and ROI ahead of contract milestones.\nIdentify and mitigate renewal or contraction risks in partnership with Internal teams.\n\nOperate Cross-Functionally with Rigor\nAct as the central point of ownership across internal teams\nMaintain strong Salesforce hygiene to support forecasting and decision-making\n\nBenefits:\n\nIn addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy:\nMedical insurance for self, spouse, upto 2 dependent children and Parents or Parents-in-law up to INR 5,00,000\nGratuity as per payment of Gratuity Act, 1972\nUnlimited Time Off to ensure our people invest in their wellbeing, to rest and rejuvenate, spend quality time with family and friends\nRemote-First work environment that allows our people to work from home\nRemote-First Allowance for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience