Account manager

Who are we and what do we do?

Browser Stack 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.

Location: This is a remote position; however, the role requires the candidate to be based in Mumbai.

Role In a Nutshell

The Strategic Account Manager role is focused on owning, retaining, and expanding a defined book of strategic accounts 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

5 - 8 years 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 Saa S; extreme customer centricity and empathy; strong desire to work in a fast-paced, self-directed start-up environment Solid understanding of Software Saa S/ Saa S adjacent business models and a high degree of comfort and skill in selling to and engaging with technical audiences and executive-level stakeholders Global Market Experience (Preferred): Previous exposure or success in international sales and account management will be considered a significant plus. Bachelor's degree required

What will you do ?

Account Ownership, Expansion & Lifecycle Expertise

Own a portfolio of strategic customers with accountability for long-term revenue growth and retention. Strong understanding of upsell, cross-sell, and renewal mechanics across multi-product Saa S portfolios Proven ability to identify expansion levers using usage data, customer maturity, org structure, and business goals

Executive & Technical Engagement

Ability to engage confidently with engineering leaders, technical stakeholders, and economic buyers Strong grasp of Saa S business models and comfort selling into technical organizations

Own & Grow Strategic Accounts and Build Customer Partnerships

Engage customers through regular in-person meetings, including onsite visits, to strengthen relationships and accelerate account growth Own a defined book of strategic accounts with full responsibility for retention, expansion, and net revenue growth Develop trusted relationships with technical user, and executive stakeholders

Drive Renewal & Retention Excellence

Ensure predictable renewals by reinforcing value, outcomes, and ROI ahead of contract milestones. Identify and mitigate renewal or contraction risks in partnership with Internal teams.

Operate Cross-Functionally with Rigor

Act as the central point of ownership across internal teams Maintain strong Salesforce hygiene to support forecasting and decision-making

Benefits

In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy:

Medical insurance for self, spouse, upto 2 dependent children and Parents or Parents-in-law up to INR 5,00,000 Gratuity as per payment of Gratuity Act, 1972 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 home Remote-First Allowance for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience