At a Glance
- Tasks: Drive growth and retention for top-tier enterprise accounts through strategic account management.
- Company: Join BrowserStack, the leader in Continuous Testing Cloud, powering millions of software tests daily.
- Benefits: Competitive salary, remote work options, and opportunities for professional development.
- Other info: Dynamic role with high earning potential and the chance to work with Fortune 500 clients.
- Why this job: Be a key player in transforming how global companies deliver flawless digital experiences.
- Qualifications: 5+ years in B2B SaaS sales with a focus on strategic account expansion.
The predicted salary is between 43200 - 72000 £ per year.
Who We Are & What We Do
BrowserStack is the undisputed global leader in Continuous Testing Cloud. We power over two million software tests every day, helping the world's most sophisticated companies—including SAP, Adidas, L'oreal, Barclays, H&M—deliver flawless digital experiences across billions of combinations of devices, browsers, and operating systems. Our mission is to become the testing infrastructure for the internet.
Market Position: We are a profitable, high-growth unicorn, securing $200 million in Series B funding at a $4 billion valuation.
The Platform: We deliver a unified, multi-product platform that enables Dev and QA teams to move at the speed of DevOps, moving testing from on-premise silos to our scalable, secure Cloud.
The Impact: You will sell a mission-critical platform that directly influences the business outcomes, speed, and quality of the world's leading technology teams.
Role in a Nutshell:
Master of Enterprise Expansion. The Enterprise Account Manager 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.
Desired Experience: We are looking for an Enterprise Account Manager with a proven track record of complex, strategic account expansion and revenue ownership in B2B SaaS or enterprise technology environments.
- 5+ years of B2B SaaS sales experience, with 3+ years in a 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 Will You Do?
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 organisational 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 QBRs, to strengthen relationships and accelerate account growth.
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.
Enterprise Account Manager in London employer: BrowserStack
BrowserStack is an exceptional employer that fosters a dynamic and collaborative work culture, empowering employees to thrive in their roles. With a strong focus on professional growth, team members have access to continuous learning opportunities and the chance to engage with high-profile clients, including Fortune 500 companies. Located in a vibrant tech hub, BrowserStack offers unique advantages such as flexible working arrangements and a commitment to innovation, making it an ideal place for those seeking meaningful and rewarding careers.
StudySmarter Expert Advice🤫
We think this is how you could land Enterprise Account Manager in London
✨Tip Number 1
Network like a pro! Get out there and connect with industry folks on LinkedIn or at events. The more people you know, the better your chances of landing that Enterprise Account Manager role.
✨Tip Number 2
Do your homework on BrowserStack! Understand their products and how they fit into the market. When you know your stuff, you can impress during interviews and show you're genuinely interested in being part of the team.
✨Tip Number 3
Practice your pitch! Be ready to talk about your past successes in account management and how you can drive expansion. Tailor your stories to highlight your experience with complex, multi-threaded sales.
✨Tip Number 4
Apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you’re serious about joining the BrowserStack family.
We think you need these skills to ace Enterprise Account Manager in London
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Enterprise Account Manager role. Highlight your experience in B2B SaaS sales and account management, focusing on how you've driven expansion and revenue growth in similar environments.
Showcase Your Achievements:Don’t just list your responsibilities; showcase your achievements! Use specific metrics to demonstrate how you’ve exceeded targets or successfully managed complex accounts. This will help us see the impact you've made in previous roles.
Research BrowserStack:Take some time to understand BrowserStack’s platform and its impact on the industry. Mentioning specific products like Live, Automate, or Percy in your application can show us that you’re genuinely interested and knowledgeable about what we do.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way to ensure your application gets into the right hands and allows us to keep track of all applicants efficiently. Plus, it shows you’re proactive!
How to prepare for a job interview at BrowserStack
✨Know Your Stuff
Before the interview, dive deep into BrowserStack's platform and its offerings. Understand how their Continuous Testing Cloud works and be ready to discuss how it can benefit enterprise clients. This knowledge will help you connect your experience with their needs.
✨Showcase Your Success Stories
Prepare specific examples of your past successes in account management and expansion. Highlight instances where you've driven significant revenue growth or successfully navigated complex sales processes. Use metrics to back up your claims, as numbers speak volumes.
✨Build Relationships on Paper
Since you'll be dealing with C-level executives, practice articulating how you build and maintain relationships. Prepare to discuss your approach to stakeholder mapping and how you've nurtured long-term partnerships in previous roles.
✨Ask Insightful Questions
At the end of the interview, have a few thoughtful questions ready. Inquire about BrowserStack's future plans for product development or how they envision the role of an Enterprise Account Manager evolving. This shows your genuine interest in the company and the position.
