Account Executive(Farming) - Strategic Sales

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 With over 1,200 employees and a remote-first approach, BrowserStack operates at the intersection of scale, reliability, and innovation. Its suite of products spans manual and automated testing, visual regression, accessibility, and test management—all designed to simplify the testing process for modern development teams. Behind the scenes, BrowserStack continues to push the boundaries with AI capabilities like smart test case generation and design, flakiness detection, auto-healing and more —helping teams reduce maintenance overhead, debug faster, and catch issues earlier in the development lifecycle Recognized for its innovation and growth, BrowserStack has been named to the Forbes Cloud 100 list for four consecutive years. With backing from investors like Accel, Bond, and Insight Partners, the company continues to expand its product offerings and global footprint. Joining BrowserStack means being part of a mission-driven team dedicated to shaping the future of software testing Location
This is a remote opportunity. But the base location of the role holder would be Hyderabad/Pune/Chennai
Role in a Nutshell
The role encompasses outbound lead generation, right from identifying customer persona, building the messaging, connecting and getting a meeting, to conversion to close business via upsell, cross-sell, and renewals. You will manage strategic accounts which include both farming and Hunting as well.. The Ideal Customer Profile (ICP) for this role is Tech/Software Engineering team. This role will report to the Sales Manager Desired Experience We are seeking a highly motivated and experienced professional with a strong background in strategic account management and technology sales

• Proven Book of Business (BoB) Growth expertise: 3–7 years of progressive experience in selling complex technology or enterprise solutions, including at least 3 years in a direct closing role. A demonstrable track record of meeting and exceeding ambitious revenue targets through farming/account growth is essential
• Full-Cycle Account Leadership: Expertise in managing the entire customer lifecycle, from strategic outbound lead generation and initial engagement with new prospects to deep nurturing and expansion within existing accounts
• Strategic Client Partnership: A history of success in strategic account management, specifically in ensuring high levels of client satisfaction while simultaneously driving significant revenue growth through upselling, cross-selling, and renewal strategies
• Relationship and Revenue Generation: Exceptional ability to identify and qualify strategic growth opportunities, build enduring, trust-based relationships, and develop comprehensive account plans that lead to measurable, long-term account growth
• Technical Sales Acumen: A solid understanding of cloud computing or complex SaaS 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 (Advantageous): Previous exposure or success in international sales and account management will be considered a significant plus
• Alignment and Value Creation: Expertly skilled at building and maintaining long-term client partnerships, specifically by deeply aligning our company's offerings with the client's strategic business objectives to unlock and accelerate mutual growth opportunities

What You Will Do

• Drive Account Growth and Profitability: Directly own and manage a book of business, concentrating on farming, retention, and aggressively expanding revenue through upselling and cross-selling within existing client accounts
• Cultivate Strategic Client Partnerships: Build and maintain deep, trust-based relationships with key decision-makers and executive stakeholders to solidify client loyalty, maximize satisfaction, and establish our company as a long-term strategic partner
• Execute Expansion Strategies: Develop and execute comprehensive strategic account plans specifically designed to proactively identify and capitalize on new business opportunities within your assigned accounts
• Achieve and Exceed Targets: Consistently meet and exceed individual sales quota and revenue targets tied directly to the growth and expansion of your portfolio
• Champion Cross-Functional Alignment: Act as the central client advocate, partnering seamlessly with Customer Success, Renewals, and other internal teams to ensure the delivery of exceptional client value and service throughout the customer lifecycle
• Lead Solution Shaping: Proactively identify evolving client needs and business challenges, collaborating with Product and Engineering teams to influence and shape tailored solutions that directly address those needs
• Ensure Operational Excellence: Maintain impeccable data hygiene and reporting accuracy for your book of business within Salesforce.com to ensure reliable forecasting and strategic decision-making
• Manage Global Client Base: Take responsibility for managing and growing accounts that may span global markets and diverse regions, adapting strategies to international business contexts

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
• Unlimited Time Off to ensure our people invest in their wellbeing, to rest and rejuvenate, spend quality time with family and friends
• 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