Account Manager (farming)

Who are we and what do we do

BrowserStack 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 fully remote position, open to candidates residing anywhere in India.

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 with enterprise or strategic customer.
• Willingness to work region-aligned time zones, based on customer coverage
• Passionate about tech and SaaS; extreme customer centricity and empathy; strong desire to work in a fast-paced, self-directed start-up environment
• Solid understanding of Software SaaS/ SaaS 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 SaaS 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 SaaS 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
• 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