Senior Renewals Specialist

Who are we and what do we do?

BrowserStack is the world's leading software testing platform powering over two million tests every day across 19 global data centers. BrowserStack'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, Shell, NVIDIA, Discovery, Wells Fargo, and over 50,000 customers deliver quality software at speed by moving testing to our Cloud. With BrowserStack, Dev and QA teams can move fast while delivering an amazing experience for every customer.

BrowserStack 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 BrowserStack we solve real problems—each day is a unique challenge and an opportunity to make a difference. We strive to be open, transparent, and collaborative, so no feat is too big to achieve. BrowserStack is an extension of its people and a place where they can grow both professionally and personally. To that effect, we’re humbled to be recognized by leading organizations around the world:

• BrowserStack is Great Place to Work-Certified™ 2020-21

• Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi

• Ranked in Forbes Cloud 100 in 2021 - for the second time

• Featured in LinkedIn Top Startups India 2018

Who are we and what do we do?

BrowserStack is the world's leading software testing platform powering over two million tests every day across 15 global data centres. BrowserStack'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, Shell, NVIDIA, Discovery, Wells Fargo, and over 50,000 customers deliver quality software at speed by moving testing to our Cloud. With BrowserStack, Dev and QA teams can move fast while delivering an amazing experience for every customer.

BrowserStack 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 BrowserStack we solve real problems—each day is a unique challenge and an opportunity to make a difference. We strive to be open, transparent, and collaborative, so no feat is too big to achieve. BrowserStack is an extension of its people and a place where they can grow both professionally and personally. To that effect, we’re humbled to be recognised by leading organisations around the world:

• BrowserStack is Great Place to Work-Certified™ 2020-21

• Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi

• Ranked in Forbes Cloud 100 in 2021 - for the second time

• Featured in LinkedIn Top Startups India 2018

Role in nutshell:

You will be managing a regional portfolio, ensuring on-time renewals and retention. Identifying and driving cross-sell and up-sell opportunities, negotiating contracts with sales, finance and legal, and collaborating with the sales and CSM functions will be essential for this role.

Desired experience:

•  2+ years of Renewals or Account Management experience in a SaaS organisation.

• Strong communication and negotiation skills - competent at providing clear and concise guidance through emails, over the phone, or in-person with a casual and confident tone. 

• Ability to cross-collaborate effectively.

• Knowledge of SFDC or similar CRM tools.

What will you do?

• Manage customer contract renewal process and present to key clients and senior-level executives to negotiate and close contract renewals. 

• Establish and maintain long-term relationships to maximise future retention and revenue opportunities.

• Drive contract expansion by creating upsell opportunities, and finding creative ways to drive more value in the account at renewal time.

• Coordinate with BrowserStack customer-facing teams to meet, develop and implement strategic retention plans to accommodate goals. 

• Leverage data-driven measures of customer health and proactively communicate with at-risk customers to maximise customer retention.

• Manage account and contact information through the entire customer lifecycle process using salesforce.com.

• Remain highly knowledgeable of BrowserStack's products and target industries to facilitate retention efforts.

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 anywhere in India.

• 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:

• 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 anywhere in India

• Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience