[Hiring] Account Executive - Enterprise Sales @BrowserStack

Role Description

The Enterprise Account Executive 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.

• Transition customers from point solutions to positioning BrowserStack as the indispensable, single Continuous Testing Platform (CTP) across multiple business units, geographies, and product lines.
• 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.
• Direct experience selling DevOps, Continuous Testing, Observability, Developer Tools, or technical Infrastructure platforms (preferred).
• 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.

Requirements

• Willingness to travel as needed for strategic customer engagement.

What Will You Do?

• 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.
• 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 virtual 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.

Benefits

• Market competitive Health Insurance plan.
• Enrolment in the BrowserStack Equity program.
• 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 anywhere in the state of their residence.
• Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience.