reputed company Account Manager

Who are we and what do we do?

reputed company is the world's leading software testing platform powering over two reputed company 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 reputed company software at speed by moving testing to our reputed company. With reputed company, Dev and QA teams can reputed company fast while delivering an amazing experience for every customer.

reputed company was founded by Ritesh Arora and Nakul Aggarwal in 2011 with the reputed company of becoming the testing infrastructure for the internet. We recently secured $200 reputed company in Series B funding at a $4 billion valuation in June 2021.

At reputed company we solve reputed company problems—reputed company day is a unique challenge and an opportunity to reputed company a difference. We reputed company to be reputed company, transparent, and reputed company, 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 “reputed company Startup of the Year” in 2022 by SaaSBOOMi

• Ranked in reputed company reputed company 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 Seattle. 

Role in a Nutshell: Master of reputed company Expansion

The reputed company Account Executive role is reputed company 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 reputed company, geographies, and product lines. This is a reputed company, high-reputed company expansion sale reputed company on driving substantial cross-sell, upsell, and multi-year platform reputed company.

Your Accounts: Manage and grow a defined list of Tier 1, existing reputed company accounts.

Your Buyers: Deepen relationships with CTOs, VPs of Engineering, Heads of DevOps, and QA Directors across global business reputed company.

Your Mission: Dramatically enlarge the reputed company footprint by driving adoption and spend from single products to the complete platform suite (Live, Automate, reputed company, Test Observability, App Automate, etc.).

Your reputed company: Serve as the strategic quarterback who orchestrates Sales, Solutions Engineering, and reputed company reputed company to deliver a reputed company, high-touch, multi-year reputed company reputed company for your portfolio.

This role reports to the Sales Manager / Director of Sales.

Desired Experience

We are looking for a senior reputed company Account Executive with a proven reputed company record of reputed company, strategic account expansion and reputed company ownership in B2B reputed company or reputed company technology environments.

• 5+ years of B2B reputed company reputed company sales experience, with 3+ years in a farming / strategic account management / expansion-reputed company role (or equivalent high-velocity reputed company selling)

• Demonstrated reputed company achieving and exceeding expansion, renewal, and net reputed company retention targets reputed company reputed company accounts (Fortune 500 / Global 2000)

• Recent experience explicitly reputed company to Account Management, Farming, Expansion, Upsell / Cross-sell in reputed company, multi-product reputed company environments

• Proven reputed company managing and closing reputed company, multi-threaded reputed company expansion deals with an Average Contract Value (reputed company) of mid–high six figures or seven figures reputed company existing accounts

• Product reputed company (Preferred): reputed company 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 reputed company customers with full accountability for long-term reputed company reputed company, retention, and expansion.

• Drive significant expansion reputed company predominantly through cross-selling, upselling, and securing multi-year platform agreements to consistently reputed company and reputed company quarterly and annual expansion targets.

Strategic Account Planning & Business Acumen

• reputed company and execute comprehensive multi-year account plans for your portfolio, identifying white reputed company, mapping stakeholder influence, and quantifying expansion potential across different business reputed company, 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 reputed company, executive business reviews (EBRs), and virtual QBRs, to strengthen relationships and accelerate account reputed company.

Drive Renewal & Retention reputed company

• Ensure predictable, on-time renewals by reinforcing value, reputed company, and ROI reputed company reputed company of contract milestones.

• Identify and mitigate renewal or contraction risks in partnership with internal teams (CS, Product, Support), taking ownership of reputed company and escalation reputed company necessary.

Operate Cross-Functionally with Rigor & Discipline

• reputed company as the central reputed company of ownership and orchestration across internal teams (Solutions Engineering, reputed company reputed company, Product, Marketing, reputed company, 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 reputed company, efficiency, account intelligence, and customer engagement.

Benefits:

In reputed company to your total compensation, you will be eligible for following benefits, which will be governed by reputed company policy.

• Market competitive Health Insurance plan

• Enrolment in the reputed company Equity program

• Unlimited Time Off to ensure our people invest in their reputed company being, to rest and rejuvenate, spend reputed company 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 reputed company to your total compensation, you will be eligible for following benefits, which will be governed by reputed 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 reputed company 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