Account Manager - Strategic Sales

Who are we and what do we do? BrowserStack is the world’s leading cloud-based software testing platform, empowering over 50,000 customers—including Amazon, Microsoft, Meta, and Google—to deliver high-quality software at speed. Founded in 2011 by Ritesh Arora and Nakul Aggarwal, the company has grown to support more than two million tests daily across 22 global data centers, providing instant access to 35,000+ real devices and browsers. With over 1,200 employees and a remote-first approach, BrowserStack operates at the intersection of scale, reliability, and innovation. Its suite of products spans manual and automated testing, visual regression, accessibility, and test management—all designed to simplify the testing process for modern development teams. 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. Recognized 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. Location: This is a fully remote position, open to candidates residing anywhere in India. Role in a Nutshell The Strategic Account Manager 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. You 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. Desired Experience   We are looking for a seasoned Account Manager with a strong track record of expansion-led revenue ownership in B2B SaaS or enterprise technology environments. 5-8 years of B2B SaaS experience, with 2-3 years of experience in a farming / Account Management focused role Demonstrated success achieving and exceeding expansion, renewal, and net revenue retention targets Recent experience explicitly aligned to Account Management, Farming, Expansion, Upsell / Cross-sell Willingness to work region-aligned time zones, based on customer coverage Passionate about tech and SaaS; extreme customer centricity and empathy; strong desire to work in a fast-paced, self-directed start-up environment Solid understanding of Software SaaS/ SaaS adjacent business models and a high degree of comfort and skill in selling to and engaging…