Associate Account Manager

🔥 15 horas atrás

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $63.750 - $86.250 / ano

⏰ Tempo Integral

🟢 Júnior

🟡 Pleno

🧑‍💼 Executivo de Contas

🚫👨‍🎓 Sem graduação necessária

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Dotmatics

SiteLinkedInTodas as Vagas

501 - 1000 funcionários

💼 Consultoria

🏥 Saúde

📦 Logística

Consulting • Healthcare • Logistics

A Dotmatics é uma plataforma de inteligência científica movida por IA que se especializa em gestão de dados e automação de fluxo de trabalho especificamente para descoberta científica multimodal. Ela facilita fluxos de trabalho de laboratório adaptativos, melhora a colaboração entre diversas disciplinas científicas e integra análises preditivas avançadas para acelerar a pesquisa e o desenvolvimento. Com um conjunto de produtos, incluindo soluções para bioinformática, quimioinformática e citometria de fluxo, a Dotmatics apoia pesquisadores na tomada de decisões informadas, agilização de operações e promoção da inovação em descoberta de medicamentos e ciência dos materiais.

Descrição

• Own the health, retention, and growth of an assigned book of Luma customer accounts • Manage the full renewal cycle for named accounts and identify and close expansion opportunities with departmental buyers and smaller research teams • Partner with Strategic Account Executives, Customer Success, WW Renewals, Presales, Finance, RevOps, field sales, Sales, and Product • Identify and pursue expansion opportunities within existing accounts, including new departments, additional seats, and adjacent Luma products • Own the full sales cycle for small to mid-sized expansion opportunities, typically below $50K ARR • Conduct needs assessments, build business cases, and deliver proposals for renewal and expansion motions • Achieve or exceed quarterly and annual retention and expansion quotas • Build and maintain relationships with scientific researchers, lab managers, and departmental decision-makers • Understand customer workflows, pain points, and scientific objectives related to ELN, LIMS, cheminformatics, bioinformatics, and data visualization • Position Dotmatics solutions for research and data management challenges • Support onboarding and continued customer value realization • Own end-to-end renewals from 120-day renewal notice through contract execution • Forecast renewal risk and revenue; monitor account health signals and intervene early • Negotiate renewal terms, pricing, and contract structure within established parameters • Maintain accurate CRM records and provide updates on renewal status, pipeline activity, and account health • Develop product knowledge and monitor scientific research trends, laboratory informatics challenges, and the competitive landscape • Provide market intelligence and participate in pipeline and renewal forecast reviews

🎯 Requisitos

• At least 4 years of experience in inside sales, renewal management, account management, or sales development • Preferably experience in SaaS, life sciences, or technical software • Proven track record of meeting or exceeding retention, renewal, or sales quotas • Understanding of complex sales cycles • Ability to work with Finance and RevOps to build sales contracts • Strong discovery, negotiation, and consultative selling skills • Excellent written and verbal presentation and communication abilities • Experience using CRM systems, with Salesforce preferred, and sales engagement tools • Self-motivated, organized, and able to manage time effectively • Comfortable managing a high-volume renewal book alongside expansion opportunities • Ability to collaborate in a team environment while managing independent renewal and sales responsibilities • Experience selling to or managing accounts within research organizations, pharmaceutical companies, biotechs, or academic institutions is an additional asset • Understanding of SaaS business models, subscription renewal cycles, and expansion-led growth motions is an additional asset • Familiarity with scientific research workflows and laboratory informatics, including ELN, LIMS, cheminformatics, bioinformatics, automation, and orchestration, is an additional asset • May hold a degree in Life Sciences, Chemistry, Biology, Biochemistry, or a related scientific field • Willingness to travel 30% or more for customer meetings, QBRs, and account management activities

🏖️ Benefícios

• Remote-friendly environment • Equal opportunity workplace • Welcoming and supportive work environment