Associate Account Manager – Material Science

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

📋 Description

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

• Oversee the complete renewal process for assigned accounts while identifying and securing expansion opportunities.

• Seek out and pursue expansion prospects involving new departments, additional seats, and related Luma products.

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

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

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

• Collaborate with WW Renewals to monitor renewals, share insights on account health and stakeholder feedback, and facilitate the renewal process.

• Cultivate relationships with scientific researchers, lab managers, and key departmental decision-makers.

• Gain an understanding of customer workflows, challenges, scientific goals, and laboratory informatics issues.

• Position Dotmatics solutions effectively to tackle research and data management challenges.

• Work alongside Customer Success to ensure onboarding and sustained realization of customer value.

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

• Anticipate renewal risks and revenue; keep track of at-risk, on-track, and expansion-ready accounts.

• Monitor usage, adoption, support tickets, and stakeholder turnover to mitigate renewal risks.

• Negotiate renewal terms, pricing, and contract structures within established parameters.

• Partner with Customer Success to address adoption or satisfaction concerns.

• Assist Strategic Account Executives with named enterprise accounts.

• Collaborate with Presales to perform product demonstrations and technical discovery calls.

• Coordinate account strategies, customer communications, and opportunity advancement with field sales teams.

• Keep accurate CRM records and update renewal status, pipeline activities, and account health.

• Enhance product knowledge across the Dotmatics Luma portfolio while tracking scientific research trends and competitive activities.

• Provide market insights to Sales and Product teams.

• Engage in pipeline and renewal forecast discussions with sales leadership.

⛳️ Requirements

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

• Ideally, experience in SaaS, material sciences, or technical software.

• A degree in Material or Life Sciences, Chemistry, Biology, Biochemistry, or a related scientific discipline is preferred.

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

• Familiarity with complex sales cycles.

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

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

• Exceptional written and verbal communication and presentation skills.

• Experience with CRM systems, preferably Salesforce, and sales engagement tools.

• Self-driven, organized, and capable of managing a high-volume renewal portfolio alongside expansion opportunities.

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

• Experience in selling or managing accounts in chemical and material sciences, research organizations, pharmaceutical companies, biotechs, or academic institutions is a plus.

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

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

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

🏝️ Benefits

• A dynamic and remote-friendly work environment.

• An equal opportunity employer that fosters a welcoming workplace.