Enterprise Account Executive

📋 Description

• • BrowserStack is seeking a highly accomplished and strategic Enterprise Account Executive to join our dynamic sales team, based remotely in London. This pivotal role is designed for a seasoned sales professional with a proven history of success in managing, retaining, and significantly expanding a portfolio of the world's largest and most strategic global accounts. You will be instrumental in transforming how our Fortune 500 and FTSE 100 clients leverage BrowserStack, moving them from point solutions to embracing our platform as the indispensable, single Continuous Testing Platform (CTP) across their diverse business units, geographies, and product lines.
• • This is a complex, high-Average Contract Value (ACV) expansion sale, demanding sophisticated, multi-threaded selling strategies and the ability to forge deep executive partnerships. Your primary mission will be to drive substantial cross-sell and upsell opportunities, securing multi-year platform revenue and dramatically enlarging BrowserStack's footprint within your assigned accounts. You will be the strategic quarterback, orchestrating a symphony of Sales, Solutions Engineering, and Client Success teams to deliver a continuous, high-touch, and long-term growth strategy for your portfolio.
• • Your accounts will consist of Tier 1, existing Enterprise clients, requiring you to cultivate and deepen relationships with key stakeholders, including CTOs, VPs of Engineering, Heads of DevOps, and QA Directors. You will be tasked with driving adoption and increasing spend from single product usage to the complete BrowserStack platform suite, encompassing products like Live, Automate, Percy, Test Observability, and App Automate.
• • To excel in this role, you will need a minimum of 5 years of B2B Enterprise SaaS sales experience, with at least 3 years specifically in a farming, strategic account management, or expansion-focused role. Demonstrated success in achieving and exceeding expansion, renewal, and net revenue retention targets within large Enterprise accounts (Fortune 500 / Global 2000) is crucial. Recent experience directly aligned with account management, farming, expansion, and upsell/cross-sell in complex, multi-product SaaS environments is highly preferred.
• • You must have a proven track record of managing and closing complex, multi-threaded enterprise expansion deals with an ACV ranging from mid-to-high six figures or seven figures within existing accounts. While not strictly mandatory, direct experience selling DevOps, Continuous Testing, Observability, Developer Tools, or technical infrastructure platforms will be a significant advantage. A willingness to travel as needed for strategic customer engagement is also required.
• • Exceptional proficiency in relationship mapping, stakeholder management, and executive-level communication is paramount. You must possess the ability to nurture and grow accounts over long sales cycles, understanding the nuances of enterprise decision-making processes. A Bachelor's degree is required, with an Engineering or Technology background, or a technical undergraduate degree, being strongly preferred.
• • Your responsibilities will include owning a portfolio of Tier 1 Enterprise customers with full accountability for long-term revenue growth, retention, and expansion. You will 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.
• • You will develop and execute comprehensive, multi-year account plans for your portfolio, meticulously identifying white space, mapping stakeholder influence, and quantifying expansion potential across different business units, geographies, and product lines. Deep discovery will be essential to understand customer business objectives, technical architecture, competitive landscape, and organizational dynamics, enabling you to position BrowserStack as a strategic enabler of transformation.
• • Establishing and maintaining deep, trusted advisor relationships with C-level and VP-level executives such as CTOs, VPs of Engineering, VPs of DevOps, and Heads of QA will be a core function. You will 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.
• • Ensuring predictable, on-time renewals by proactively reinforcing value, outcomes, and ROI well ahead of contract milestones is critical. You will also identify and mitigate renewal or contraction risks in partnership with internal teams (CS, Product, Support), taking ownership of resolution and escalation when necessary.
• • You will act as the central point of ownership and orchestration across internal teams, including Solutions Engineering, Client Success, Product, Marketing, Legal, and Finance, to deliver seamless customer experiences and execute complex, multi-phase deals. Maintaining strong Salesforce hygiene and pipeline discipline is essential for accurate forecasting, deal visibility, and data-driven decision-making across Sales leadership. Furthermore, you are expected to leverage AI tools and sales technologies proactively to enhance sales strategy, efficiency, account intelligence, and customer engagement.