Strategic Account Manager

About BrowserStack

BrowserStack leads the cloud-based software testing sector, empowering a global clientele exceeding 50,000 customers such as Amazon, Microsoft, Meta, and Google to accelerate and enhance their software quality. Established in 2011 by Ritesh Arora and Nakul Aggarwal, BrowserStack supports over two million daily tests across 22 international data centers, granting instant access to more than 35,000 real devices and browsers. The company, now over 1,200 employees strong, follows a remote-first work policy, delivering scalable, reliable, and innovative testing solutions spanning manual and automated testing, visual regression, accessibility, and test management. Innovations include AI-driven features like smart test generation, flakiness detection, and auto-healing, streamlining test maintenance and expediting debugging for development teams.

Role Overview

We are seeking a Strategic Account Manager based remotely in Mumbai to manage and grow a defined portfolio of strategic clients. This role involves deep customer engagement, structured account farming, and fostering long-term client value. Success metrics include client retention, multi-product expansion, renewal management, and building durable executive relationships. The position reports directly to the Sales Manager and requires close collaboration with internal teams to identify and unlock new growth opportunities.

Responsibilities

• Take full ownership of a portfolio of strategic accounts aiming for revenue growth and retention over the long term.
• Apply thorough understanding of upsell, cross-sell, and renewal processes within multi-product SaaS environments.
• Leverage usage data, customer maturity, organizational structure, and business objectives to pinpoint expansion opportunities.
• Engage confidently with engineering leaders, technical stakeholders, and executive decision-makers.
• Maintain trusted relationships through regular in-person meetings and onsite visits to drive account expansion.
• Ensure timely and predictable renewals by communicating value, results, and ROI before contract expiration.
• Collaborate internally as the primary contact for account-related coordination, maintaining accurate Salesforce data for forecasting and strategic decisions.
• Identify and address potential risks related to contract renewals or revenue contraction in partnership with internal teams.

Requirements

• 5 to 8 years of demonstrable experience in account management, particularly centered on farming, expansion, upselling, and cross-selling within SaaS contexts.
• Ability to work aligned with regional customer time zones.
• Strong enthusiasm for technology and SaaS, combined with a customer-first mindset and the desire to thrive in a fast-paced, autonomous start-up environment.
• Proficient understanding of SaaS business models and experience engaging with technical and executive-level stakeholders.
• Preferably has experience in international sales and account management.
• Must hold a Bachelor's degree.

Benefits

• Comprehensive medical insurance providing INR 500,000 coverage for the employee, spouse, up to two dependent children, and parents or in-laws.
• Statutory benefits including gratuity under the Payment of Gratuity Act, 1972.
• Entitlement to 25 days of paid leave annually (including annual and sick leave) in addition to public holidays and special life-event leaves.
• Flexible remote-first work environment promoting work from home.
• Remote work allowance for home office setup, connectivity, accessories, coworking spaces, and wellbeing support to enhance remote work experience.