Enterprise Account Executive

About the Company BrowserStack is the undisputed global leader in Continuous Testing Cloud. We power over two million software tests every day, helping the world's most sophisticated companies—including Tesco, Shell, NVIDIA, and Wells Fargo—deliver flawless digital experiences across billions of combinations of devices, browsers, and operating systems. Our mission is to become the testing infrastructure for the internet.
Market Position: We are a profitable, high-growth unicorn, securing $200 million in Series B funding at a $4 billion valuation.
The Platform: We deliver a unified, multi-product platform that enables Dev and QA teams to move at the speed of DevOps, moving testing from on-premise silos to our scalable, secure Cloud.
The Impact: You will sell a mission-critical platform that directly influences the business outcomes, speed, and quality of the world's leading technology teams. About the Role The Enterprise Account Manager role is focused on owning, retaining, and expanding a portfolio of BrowserStack's largest and most strategic global accounts (Fortune 500 / FTSE 100) through sophisticated, multi-threaded selling, executive partnership, and long-term value creation. You will transition customers from point solutions to positioning BrowserStack as the indispensable, single Continuous Testing Platform (CTP) across multiple business units, geographies, and product lines. This is a complex, high-ACV expansion sale focused on driving substantial cross-sell, upsell, and multi-year platform revenue. Responsibilities
Manage and grow a defined list of Tier 1, existing Enterprise accounts.
Deepen relationships with CTOs, VPs of Engineering, Heads of DevOps, and QA Directors across global business units.
Dramatically enlarge the BrowserStack footprint by driving adoption and spend from single products to the complete platform suite (Live, Automate, Percy, Test Observability, App Automate, etc.).
Serve as the strategic quarterback who orchestrates Sales, Solutions Engineering, and Client Success to deliver a continuous, high-touch, multi-year growth strategy for your portfolio. Qualifications
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 DevOps, 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. Required Skills
Account Ownership, Expansion & Lifecycle Expertise.
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. Preferred Skills
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 QBRs, to strengthen relationships and accelerate account growth.
Ensure predictable, on-time renewals by reinforcing value, outcomes, and ROI well ahead of contract milestones.
Identify and mitigate renewal or contraction risks in partnership with internal teams (CS, Product, Support), taking ownership of resolution and escalation when necessary.
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.
Maintain strong Salesforce hygiene and pipeline discipline to support accurate forecasting, deal visibility, and data-driven decision-making across Sales leadership.
Leverage AI tools and sales technologies proactively to enhance sales strategy, efficiency, account intelligence, and customer engagement.