BrowserStack

Account Executive – Enterprise Sales

BrowserStack

full-time

Posted on:

Location Type: Remote

Location: California • Illinois • United States

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About the role

  • 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 BrowserStack as a strategic enabler of transformation
  • Establish and maintain deep, trusted advisor relationships with C-level and VP-level executives (CTO, VP Engineering, VP DevOps, 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

Requirements

  • 5+ years of B2B Enterprise SaaS sales experience
  • 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
  • Bachelor's degree required; Engineering / Technology background or technical undergraduate degree strongly preferred
Benefits
  • Market competitive Health Insurance plan
  • Enrolment in the BrowserStack Equity program
  • Unlimited Time Off to ensure our people invest in their wellbeing, to rest and rejuvenate, spend quality time with family and friends
  • Remote- First work environment that allows our people to work from anywhere in the state of their residence
  • Remote- First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B Enterprise SaaS salesaccount managementexpansionupsellingcross-sellingcontract negotiationrevenue retentionstrategic account planningcustomer discoverytechnical architecture
Soft Skills
relationship buildingcommunicationstrategic thinkingnegotiationinfluencingcustomer engagementtrust buildingcollaborationproblem solvingpresentation