Account Executive - Enterprise Sales

📋 Description

• • BrowserStack is seeking a highly accomplished and strategic Enterprise Account Executive to join our dynamic sales team. This pivotal role is centered on owning, retaining, and significantly expanding a dedicated portfolio of BrowserStack's largest and most strategic global accounts, including Fortune 500 and FTSE 100 companies. You will be instrumental in transitioning these key clients from point solutions to embracing BrowserStack as their indispensable, single Continuous Testing Platform (CTP) across multiple business units, diverse geographies, and a wide array of product lines. This is a complex, high-Average Contract Value (ACV) expansion sale, demanding sophisticated, multi-threaded selling strategies and a focus on building enduring executive partnerships to drive substantial cross-sell, upsell, and multi-year platform revenue growth.
• • As an Enterprise Account Executive, you will manage and grow a precisely defined list of Tier 1, existing Enterprise accounts. Your primary focus will be to deepen relationships with critical stakeholders, including CTOs, VPs of Engineering, Heads of DevOps, and QA Directors across their global business units. Your overarching mission is to dramatically enlarge the BrowserStack footprint within these accounts by driving adoption and increasing spend from single product usage to the complete platform suite, encompassing products like Live, Automate, Percy, Test Observability, and App Automate.
• • Your strategic approach will involve serving as the central quarterback, orchestrating collaboration between Sales, Solutions Engineering, and Client Success teams to deliver a continuous, high-touch, and meticulously planned multi-year growth strategy for your assigned portfolio. This role reports directly to the Sales Manager or Director of Sales, providing a clear line of leadership and support.
• • The ideal candidate will possess a proven track record of success in complex, strategic account expansion and revenue ownership within B2B SaaS or enterprise technology environments. You will be adept at navigating intricate organizational structures, understanding deep customer business objectives, and articulating the value proposition of a comprehensive platform solution. Your ability to build and nurture long-term relationships with executive-level stakeholders will be paramount to your success.
• • Key responsibilities include developing and executing comprehensive, multi-year account plans that identify whitespace opportunities, map stakeholder influence, and quantify expansion potential across various business units and geographies. You will conduct deep discovery sessions to thoroughly understand customer business objectives, technical architectures, competitive landscapes, and organizational dynamics, enabling you to effectively position BrowserStack as a strategic enabler of digital transformation and quality assurance excellence.
• • You will be responsible for establishing and maintaining deep, trusted advisor relationships with C-level and VP-level executives, including CTOs, VPs of Engineering, VPs of DevOps, and Heads of QA. Engaging customers through regular, high-touch interactions, such as strategic onsite visits, executive business reviews (EBRs), and virtual QBRs, will be crucial for strengthening relationships and accelerating account growth. Furthermore, you will ensure predictable, on-time renewals by proactively reinforcing BrowserStack's value, demonstrable outcomes, and return on investment (ROI) well ahead of contract milestones. Identifying and mitigating potential renewal or contraction risks in close partnership with internal teams (Client Success, Product, Support) will also be a critical aspect of your role, taking ownership of resolution and escalation when necessary.
• • Operating cross-functionally with rigor and discipline is essential. You will act as the central point of ownership and orchestration across internal teams, including Solutions Engineering, Client Success, Product Management, Marketing, Legal, and Finance, to ensure seamless customer experiences and the successful execution of complex, multi-phase deals. Maintaining strong Salesforce hygiene and pipeline discipline is vital for accurate forecasting, deal visibility, and supporting data-driven decision-making across Sales leadership. Proactively leveraging AI tools and modern sales technologies will enhance your sales strategy, improve efficiency, provide deeper account intelligence, and elevate customer engagement.
• • This role offers a unique opportunity to shape the future of software testing for some of the world's largest enterprises, driving significant revenue growth and contributing to BrowserStack's continued success as a leader in the cloud testing market. You will be empowered to make a tangible impact, working with cutting-edge technology and a supportive, collaborative team.