Job Description
TestMu AI (formerly LambdaTest) is building the agentic AI quality engineering platform used by engineering and QA teams worldwide. We're hiring an Account Manager to own and grow a book of existing US or EMEA customers.This is a quota-carrying expansion role, not customer success. You close your own upsells and cross-sells.
What you will own:
- A book of 150–200 accounts across enterprise, mid-market and SMB
- About $1.5M ARR of existing business
- A $150K expansion quota every quarter
- 80% expansion (upsell and cross-sell), 20% retention
- US or EMEA territory
Who you will sell to:
QA leaders, DevOps and engineering managers, and CTOs. These are technical buyers, so you'll need to be comfortable discussing testing and developer workflows yourself.
What we need you to have done:
- Managed a book of 100+ accounts (please tell us the exact number)
- Carried an expansion or upsell quota and closed it yourself
- Worked a US or EMEA territory
- Sold a B2B SaaS or developer-tools product (not services)
- Know your numbers: NRR, GRR, renewal rate, expansion closed, and attainment for the last two years
- 4–8 years of experience, with at least one stint of 2+ years at a single company
This role is not a fit if:
- Your main work has been onboarding, adoption or support
- You've handled fewer than 40 accounts
- Another team closed the upsells in your book
- You can't work from our Noida office 5 days a week
Compensation:
50% fixed, 50% variable. Fixed up to 30 LPA, about 60 LPA on-target earnings, with uncapped incentives.
Process:
Screening call → interview with the VP, Account Management → case or demo round → final discussion.
Come prepared with your account count, book size, quota and attainment. You can also chat with Sophia, our AI recruiter, at https://www.testmuai.com/career/
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