Associate Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the health, retention, and growth of a designated portfolio of Luma customer accounts.

• Oversee the complete renewal process for specific accounts while identifying and securing expansion opportunities with departmental buyers and smaller research teams.

• Collaborate with Strategic Account Executives, Customer Success, Worldwide Renewals, Presales, Finance, RevOps, field sales, Sales, and Product teams.

• Seek and pursue expansion opportunities within current accounts, such as new departments, additional seats, and related Luma products.

• Manage the entire sales cycle for small to mid-sized expansion opportunities, typically valued below $50K ARR.

• Conduct needs assessments, construct business cases, and present proposals for renewal and expansion initiatives.

• Meet or surpass quarterly and annual retention and expansion targets.

• Establish and nurture relationships with scientific researchers, lab managers, and departmental decision-makers.

• Grasp customer workflows, challenges, and scientific goals concerning ELN, LIMS, cheminformatics, bioinformatics, and data visualization.

• Position Dotmatics solutions to address research and data management issues.

• Assist in onboarding and ensure continuous customer value realization.

• Manage end-to-end renewals from the 120-day renewal notice to contract execution.

• Anticipate renewal risks and revenue; track account health indicators and take early action.

• Negotiate renewal terms, pricing, and contract arrangements within set parameters.

• Maintain precise CRM records and provide updates on renewal status, pipeline activities, and account health.

• Cultivate product knowledge and stay informed about scientific research trends, laboratory informatics challenges, and the competitive landscape.

• Offer market insights and engage in pipeline and renewal forecast reviews.

⛳️ Requirements

• Minimum of 4 years of experience in inside sales, renewal management, account management, or sales development.

• Experience in SaaS, life sciences, or technical software is preferred.

• Demonstrated success in meeting or exceeding retention, renewal, or sales targets.

• Understanding of complex sales cycles is essential.

• Capability to collaborate with Finance and RevOps to create sales contracts.

• Strong skills in discovery, negotiation, and consultative selling.

• Excellent written and verbal communication and presentation skills.

• Proficient in CRM systems, preferably Salesforce, and sales engagement tools.

• Self-driven, organized, and capable of managing time effectively.

• Comfortable overseeing a high-volume renewal portfolio while pursuing expansion opportunities.

• Ability to work collaboratively in a team setting while handling independent renewal and sales duties.

• Experience in selling to or managing accounts within research organizations, pharmaceutical companies, biotechs, or academic institutions is a plus.

• Understanding SaaS business models, subscription renewal cycles, and expansion-led growth strategies is advantageous.

• Familiarity with scientific research workflows and laboratory informatics, including ELN, LIMS, cheminformatics, bioinformatics, automation, and orchestration, is a plus.

• A degree in Life Sciences, Chemistry, Biology, Biochemistry, or a related scientific discipline may be beneficial.

• Willingness to travel 30% or more for customer meetings, QBRs, and account management activities.

🏝️ Benefits

• Remote-friendly work environment.

• Equal opportunity workplace.

• Supportive and welcoming work culture.