Renewals Specialist

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 position; however, the role requires the candidate to be based in Mumbai. 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: 1-3 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 maximize 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 maximize customer retention. Manage account and contact information through the entire customer lifecycle process using Salesforce.com Remain highly knowledgeable of BrowserStack 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 home Remote-First Allowance for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience