Customer Expansion Specialist

Job Description

Location : This is a remote opportunity, but the base location of the role holder has to be Bangalore .

Role in a nutshell : We are looking for a dynamic Account Executive (Remote) with a proven track record in high-velocity, account-based sales. Reporting to the Sales Manager, you will be part of a high-performing team responsible for driving revenue growth from our existing commercial-segment customers. The key focus will be to take ownership of a book of accounts, with a strong emphasis on "farming" motions- identifying and capitalizing on opportunities for upsell and cross-sell within those accounts. You will also be responsible for "hunting" new logos within your assigned territory, landing new business and building a foundation for future growth.

This will be a hands-on position in a typical start-up environment, so we are looking for a motivated self-starter who isn’t afraid to roll up their sleeves and contribute across many different tasks. The role will involve selling our comprehensive testing platform to a technical audience of global customers, so the candidate will be expected to work in the US shift.

Key Responsibilities :

• Strategic Account Farming : Take ownership of a defined book of commercial accounts. Proactively build and manage relationships with key stakeholders and decision-makers within existing customer organizations, including developers, QA engineers, and engineering leaders.
• Expansion and Growth : Deeply understand the customer's business and their software development lifecycle to identify and qualify opportunities for account expansion. Drive adoption of new BrowserStack products (e.G., App Automate, Percy, Accessibility Testing) and increase seat count to maximize the value delivered to the customer.
• Full-Cycle Sales Ownership : Manage the entire sales lifecycle for both expansion and new business. This includes conducting discovery calls to uncover technical and business pain points, delivering compelling product demonstrations, building custom proposals, and negotiating contracts to closure.
• Hunting for New Business : Actively prospect within your assigned territory to land new logos. This includes cold calling, sending highly personalized emails, and leveraging social media (e.G., LinkedIn) to generate qualified leads and pipeline.
• Value-Based Solution Selling : Employ a consultative sales methodology to articulate how BrowserStack's platform solves complex technical challenges for developers and QA teams, such as ensuring cross-browser and cross-device compatibility at scale.
• Collaboration : Work closely with Customer Success, Support, and Product teams to ensure seamless customer onboarding, a high-quality user experience, and to provide valuable market feedback to inform product development.
• Sales Strategy and Forecasting : Build and maintain a robust sales pipeline in Salesforce.Com, ensuring a strong coverage ratio. Develop and execute account plans, and forecast with a high degree of accuracy to consistently achieve quarterly revenue targets.
• Market and Product Expertise : Maintain a deep understanding of the software testing and DevOps ecosystem, including competitor products and industry trends. Stay updated on all new BrowserStack product features and offerings.

Requirements :