Enterprise Account Manager
BrowserStack•London Area, United Kingdom
fulltime
Sales
5+ years
Who We Are & What We Do
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 SAP, Adidas, L'oreal,Barclays, H&M—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.
Role in a Nutshell: Master of Enterprise Expansion
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.
Your Accounts: Manage and grow a defined list of Tier 1, existing Enterprise accounts.
Your Buyers: Deepen relationships with CTOs, VPs of Engineering, Heads of DevOps, and QA Directors across global business units.
Your Mission: 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.).
Your Strategy : 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.
Desired Experience
We are looking for an Enterprise Account Manager with a proven track record of complex, strategic account expansion and revenue ownership in B2B SaaS or enterprise technology environments.
What Will You Do?
Account Ownership, Expansion & Lifecycle Expertise
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.
Strategic Account Planning & Business Acumen
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 organisational dynamics to position BrowserStack as a
strategic enabler of transformation.
Executive & Technical Engagement
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.
Renewal & Retention Excellence
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.
Operate Cross-Functionally with Rigor & Discipline
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.