Enterprise Account Executive, BrowserStack
+ Equity
More information about location
Web and mobile app testing platform
Be an early applicant
Web and mobile app testing platform
1001+ employees
Be an early applicant
+ Equity
More information about location
1001+ employees
Company mission
To empower developers to build amazing experiences.
Role
Who you are
- We are looking for a senior Enterprise Account Executive with a proven track record of complex, strategic account expansion and revenue ownership in B2B SaaS or enterprise technology environments
- 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
What the job involves
- 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
- 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
- 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 organizational 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 virtual QBRs, to strengthen relationships and accelerate account growth
- Drive 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
Salary benchmarks
Our take
As companies move to rapid development cycles they often don’t have the time to perform adequate testing; a company working to launch a new mobile app will want to test the new app on thousands of different mobile devices. BrowserStack licenses its service to firms to let them remotely test apps and websites on its devices, to help engineers to be sure their products work across the fragmented ecosystem.
Google, along with giants including Amazon, Microsoft, Twitter, Tesco, Ikea, Spotify, Expedia and Trivago are among over 50,000 of its customers. In 2021, BrowserStack became the most valued SaaS company in India, reaching $4 billion.
The company aims to become the main testing infrastructure by accelerating the rate at which it takes new products to market, through new acquisitions and increasing investment in its Product and Engineering teams. In 2024 it launched AI-powered low-code products to democratise software testing, proving that the company is keeping pace with industry change.
Freddie
Company Specialist at Welcome to the Jungle
Insights
32% employee growth in 12 months
Company
Funding (2 rounds)
Jun 2021
$200m
SERIES B
Jan 2018
$50m
SERIES A
Total funding: $250m
Company benefits
- Competitive salary and benefits, including fully funded health plan
- 25 days paid vacation per year
- Remote First policy
- Medical insurance
Company HQ
North Wall, Dublin, Ireland
Leadership
Ritesh Arora
(CEO & Co-Founder)Previous experience as Software Developer at Lime Labs LLC. Co-founder of QuarkBase.com and Downcase.com.
Nakul Aggarwal
(Co-Founder)Experience as Senior Software Engineer at Lime Labs LLC. Co-founder of QuarkBase.com.
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