Shreyass Gopalan
Account Manager, Inside Sales
Chennai,TN
Summary
SaaS Account manager with 5+ years converting high-intent trials and demo requests into recurring revenue. Strong in consultative discovery, product demos, and usage-based expansion, partnering with Product and Customer Success to drive ARR growth and control churn.
Overview
6
6
years of professional experience
Work History
Account Manager
Browserstack
02.2025 - Current
- Owned inbound demo and sales-assisted opportunities, responding rapidly to high-intent leads and converting them into new and expansion revenue, achieving 126% ramp attainment and sustaining 103% average quota achievement.
- Executed a product-led sales motion by analyzing trial usage, feature adoption, and buying signals to run contextual demos, unblock objections, and convert users to paid plans and higher tiers.
- Drove customer expansion and retention by identifying upgrade opportunities, facilitating plan changes and add-ons, partnering with Customer Success to prevent churn, and maintaining a 99% renewal rate.
Account Executive - Inside Sales
Zoho Corporation
04.2021 - 02.2025
- Generated $1.1M+ ARR at 116% quota attainment through inbound-led new business and expansion, managing the full sales cycle from discovery to contract across EMEA, North America, and India.
- Conducted consultative discovery and product demonstrations for cloud business applications, tailoring use cases based on customer workflows, usage patterns, and growth stage.
- Managed pricing discussions, discount approvals, and forecasting in CRM while maintaining accurate pipeline hygiene and predictable close rates.
Marketing Analyst
Zoho
04.2020 - 03.2021
- Supported lead qualification, scoring, and routing by translating customer behavior and discovery insights into prioritized inbound opportunities for sales teams.
- Built and scaled an affiliate-led acquisition channel, onboarding 26 partners across NA, LATAM, and India and generating $22.7K in incremental revenue.
- Shared market and customer intelligence with product and marketing teams, converting 400+ customer insights into campaigns that drove ~3,500 qualified signups.
Education
MBA - Marketing
Amrita School of Business
Coimbatore 04.2001 -
B. Tech - Biotechnology
SRM University
03.2016
Skills
B2B SaaS Sales
Inside Sales
Account planning
BANT/MEDDICC
Consultative Discovery & Product Demos
Usage & Adoption-Based Selling
Pipeline management & Forecasting
Multi-stakeholder selling
CRM (Zoho, Salesforce)
Expansion & renewals
Timeline
Account Manager
Browserstack
02.2025 - Current
Account Executive - Inside Sales
Zoho Corporation
04.2021 - 02.2025
Marketing Analyst
Zoho
04.2020 - 03.2021
MBA - Marketing
Amrita School of Business
04.2001 -
B. Tech - Biotechnology
SRM University