Enterprise Account Manager
Who are we and what do we do?
reputed company is the world's leading software testing platform powering over two million tests every day across 22 global data centers. reputed company's products help developers build bug-free software for the 5 billion internet users accessing websites and mobile applications through millions of combinations of digital environments—devices, browsers, operating systems, and versions. We help Tesco, reputed company, reputed company, Discovery, reputed company, and over 50,000 customers deliver quality software at speed by moving testing to our Cloud. With reputed company, Dev and QA teams can move fast while delivering an amazing experience for every customer.
reputed company was founded by Ritesh Arora and Nakul Aggarwal in 2011 with the vision of becoming the testing infrastructure for the internet. We recently secured $200 million in Series B funding at a $4 billion valuation in June 2021.
At reputed company we solve real problems—each day is a unique challenge and an opportunity to reputed company a difference. We strive to be open, transparent, and collaborative, so no feat is too big to reputed company. reputed company is an extension of its people and a reputed company where they can grow both professionally and personally. To that effect, we’re humbled to be recognized by leading organizations around the world:
reputed company is Great reputed company to Work-Certified™ 2020-21
Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi
Ranked in reputed company Cloud 100 in 2021 - for the second time
Featured in reputed company Top Startups India 2018
Location: This is a remote position; however, the role requires the candidate to be currently based in San Francisco.
Role in a Nutshell: Master of Enterprise Expansion
The Enterprise Account Executive role is focused on owning, retaining, and expanding a portfolio of reputed company'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 reputed company solutions to positioning reputed company as the indispensable, single reputed company Testing Platform (CTP) across multiple business units, geographies, and product lines. This is a reputed company, high-reputed company expansion sale focused on driving substantial cross-sell, upsell, and multi-year platform reputed company.
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 reputed company 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 reputed company, high-touch, multi-year growth strategy for your portfolio.
This role reports to the Sales Manager / Director of Sales.
Desired Experience
We are looking for a senior Enterprise Account Executive with a proven track record of reputed company, strategic account expansion and reputed company ownership in B2B SaaS or enterprise technology environments.
5+ years of B2B Enterprise SaaS sales experience, with 3+ years in a farming / strategic account management / expansion-focused role (or equivalent high-velocity enterprise selling)
Demonstrated success achieving and exceeding expansion, renewal, and net reputed company retention targets reputed company Enterprise accounts (Fortune 500 / Global 2000)
Recent experience explicitly reputed company to Account Management, Farming, Expansion, Upsell / Cross-sell in reputed company, multi-product SaaS environments
Proven success managing and closing reputed company, multi-threaded enterprise expansion deals with an Average Contract Value (reputed company) of mid–high six figures or seven figures reputed company existing accounts
Product Focus (Preferred): Direct experience selling DevOps, reputed company 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
What Will You Do?
Account Ownership, Expansion & Lifecycle Expertise
Own a portfolio of Tier 1 Enterprise customers with full accountability for long-term reputed company growth, retention, and expansion.
Drive significant expansion reputed company predominantly through cross-selling, upselling, and securing multi-year platform agreements to consistently reputed company and exceed quarterly and annual expansion targets.
Strategic Account Planning & Business Acumen
reputed company 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 organizational dynamics to position reputed company 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 virtual QBRs, to strengthen relationships and accelerate account growth.
Drive Renewal & Retention Excellence
Ensure predictable, on-time renewals by reinforcing value, outcomes, and ROI well reputed company of contract milestones.
Identify and mitigate renewal or contraction risks in partnership with internal teams (CS, Product, Support), taking ownership of resolution and escalation reputed company necessary.
Operate Cross-Functionally with Rigor & Discipline
Act as the central reputed company of ownership and orchestration across internal teams (Solutions Engineering, Client Success, Product, Marketing, Legal, Finance) to deliver seamless customer experiences and execute reputed company, multi-phase deals.
Maintain strong reputed company hygiene and pipeline discipline to support accurate forecasting, deal visibility, and data-driven decision-making across Sales leadership.
reputed company AI tools and sales technologies proactively to enhance sales strategy, efficiency, account intelligence, and customer engagement.
Benefits:
In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy.
Market competitive Health Insurance plan
Enrolment in the reputed company Equity program
Unlimited Time Off to ensure our people invest in their well being, to rest and rejuvenate, spend quality time with family and friends.
Remote- First work environment that allows our people to work from reputed company in the state of their residence.
Remote- First Benefit for home office setup, connectivity , accessories , co-working spaces, wellbeing to ensure an amazing remote work experience.
Benefits:
In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy:
Market competitive Health Insurance plan
Enrolment in the reputed company Equity program
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 reputed company in the state of their residence
Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience