Associate Account Manager – Material Science

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 assigned accounts while identifying and closing expansion opportunities with departmental buyers and smaller research teams.

• Recognize and pursue expansion opportunities within current accounts, which may include new departments, additional seats, and related Luma products.

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

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

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

• Collaborate with WW Renewals to ensure renewals are monitored and actioned prior to renewal notifications.

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

• Comprehend customer workflows, challenges, and scientific goals related to ELN, LIMS, cheminformatics, bioinformatics, and data visualization.

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

• Work together with Customer Success on onboarding and ongoing customer value realization.

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

• Anticipate renewal risks and revenue while maintaining account health views.

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

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

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

• Assist Strategic Account Executives with named enterprise accounts.

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

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

• Keep accurate CRM records and provide updates on renewal status, pipeline activity, and account health.

• Enhance product knowledge across the Dotmatics Luma portfolio and remain informed on scientific research trends, laboratory informatics challenges, and the competitive landscape.

• Offer market intelligence to Sales and Product teams.

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

• Travel 30% or more for customer meetings, QBRs, and account management activities.

⛳️ Requirements

• Minimum of 4 years of experience in inside sales, renewal management, account management, or sales development, ideally in SaaS, material sciences, or technical software.

• A degree in Material or Life Sciences, Chemistry, Biology, Biochemistry, or a related scientific field may be preferred.

• Proven history of meeting or exceeding retention, renewal, or sales targets.

• Familiarity with complex sales cycles.

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

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

• Excellent presentation and communication skills, both written and verbal.

• Experience using CRM systems (Salesforce preferred) and sales engagement tools.

• Self-motivated with excellent organizational and time management abilities, comfortable handling a high-volume renewal portfolio alongside expansion opportunities.

• Ability to work effectively in a team environment while managing independent renewal and sales responsibilities.

• Experience in selling or managing accounts within the chemical and material sciences sectors, research organizations, pharmaceutical companies, biotechs, or academic institutions.

• Understanding of SaaS business models, subscription renewal cycles, and growth strategies focused on expansion.

• Familiarity with scientific research workflows and laboratory informatics (ELN, LIMS, cheminformatics, bioinformatics, automation, orchestration).

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Generous paid time off and holiday policies.

• Opportunities for professional development and career advancement.

• A collaborative and inclusive work environment.