BrowserStack

Account Manager

• Own, retain, and expand a defined book of strategic accounts through structured farming, deep customer engagement, and long-term value creation
• Drive account growth through multi-product expansion, renewal strength, and durable executive relationships
• Partner with internal teams to unlock expansion opportunities across usage, teams, and product lines
• Own a portfolio of strategic customers with accountability for long-term revenue growth and retention
• Identify expansion levers using usage data, customer maturity, organizational structure, and business goals
• Engage engineering leaders, technical stakeholders, and economic buyers
• Conduct regular in-person customer meetings, including onsite visits, to strengthen relationships and accelerate account growth
• Develop trusted relationships with technical users and executive stakeholders
• Ensure predictable renewals by reinforcing value, outcomes, and ROI ahead of contract milestones
• Identify and mitigate renewal or contraction risks with internal teams
• Act as the central point of ownership across internal teams
• Maintain Salesforce hygiene to support forecasting and decision-making
• Report to the Sales Manager

Account Manager – Strategic Sales

Business Development Rep

• Identify and hunt prospects through inbound motion and prospecting
• Complete a volume of calls and emails to prospects in the territory on a daily basis
• Call and email new prospects and develop business relationships with associations
• Serve as the first in-depth point of contact to prospective partners and customers
• Provide product information to prospective customers
• Demonstrate solution-selling and relationship-building skills
• Communicate, position, and sell the company’s value proposition to prospects
• Secure an assigned number of sales appointments, including webinars, in-person meetings, and event participation
• Document all calls and email activities in the CRM system
• Work closely with Account Executives in the assigned region throughout the sales process

Business Development Representative

Strategy

• Conduct in-depth research and analysis of market trends, competitor landscape, and customer needs
• Formulate data-driven strategies to enhance product revenue and market share
• Lead selected projects or major workstreams related to BrowserStack’s overall growth drivers
• Drive recommendations to the Executive Committee
• Identify, prioritize, structure, and manage complex issues that drive product priorities
• Develop long-term monetization and commercialization strategies
• Work closely with cross-functional teams to ensure seamless implementation of finalized strategies
• Own the strategic initiative lifecycle from conceptualization and formulation through execution and outcome assessment
• Measure success against predefined metrics, focusing on tangible dollar benefits
• Drive rigorous, fact-based recommendations to executives, functional, or regional management with limited direction

Account Manager – Strategic Sales

Business Development Representative

Senior Lead – Strategy