Associate Account Manager – Material Science

🔥 37 minutes ago

🇨🇦 Canada – Remote

💵 $63.8k - $86.3k / year

⏰ Full Time

🟡 Mid-level

🧑‍💼 Account Executive

👻 Ghost score 0%

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Dotmatics

WebsiteLinkedInAll Job Openings

501 - 1000 employees

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

Dotmatics is an AI-powered scientific intelligence platform that specializes in data management and workflow automation specifically for multimodal scientific discovery. It facilitates adaptive lab workflows, enhances collaboration across various scientific disciplines, and integrates advanced predictive analytics to accelerate research and development. With a suite of products, including solutions for bioinformatics, cheminformatics, and flow cytometry, Dotmatics supports researchers in making informed decisions, streamlining operations, and driving innovation in drug discovery and materials science.

📋 Description

• 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 • Identify and pursue expansion opportunities involving new departments, additional seats, and adjacent Luma products • Own the full sales cycle for small to mid-sized expansion opportunities, typically under $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 • Coordinate with WW Renewals to track renewals, share account health and stakeholder feedback, and support the renewal process • Build relationships with scientific researchers, lab managers, and departmental decision-makers • Understand customer workflows, pain points, scientific objectives, and laboratory informatics challenges • Position Dotmatics solutions for research and data management challenges • Collaborate with Customer Success on 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 at-risk, on-track, and expansion-ready accounts • Monitor usage, adoption, support tickets, and stakeholder turnover to intervene on renewal risks • Negotiate renewal terms, pricing, and contract structures within established parameters • Partner with Customer Success to resolve adoption or satisfaction issues • Support Strategic Account Executives in named enterprise accounts • Collaborate with Presales to conduct product demonstrations and technical discovery calls • Coordinate account strategies, customer communications, and opportunity progression with field sales teams • Maintain accurate CRM records and update renewal status, pipeline activity, and account health • Develop product knowledge across the Dotmatics Luma portfolio and monitor scientific research trends and competitive activity • Provide market intelligence to Sales and Product • Participate in pipeline and renewal forecast reviews with sales leadership

🎯 Requirements

• At least 4 years of experience in inside sales, renewal management, account management, or sales development • Preferably experience in SaaS, material sciences, or technical software • Degree in Material or Life Sciences, Chemistry, Biology, Biochemistry, or a related scientific field may be held • 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 a high-volume renewal book alongside expansion opportunities • Ability to collaborate in a team environment while managing independent renewal and sales responsibilities • Experience selling or managing accounts in chemical and material sciences, research organizations, pharmaceutical companies, biotechs, or academic institutions may be beneficial • Understanding of SaaS business models, subscription renewal cycles, and expansion-led growth motions may be beneficial • Familiarity with scientific research workflows and laboratory informatics, including ELN, LIMS, cheminformatics, bioinformatics, automation, and orchestration, may be beneficial • Ability to travel 30%+ for customer meetings, QBRs, and account management activities

🏖️ Benefits

• Dynamic, remote-friendly environment • Equal opportunity employer and welcoming workplace