Associate Account Manager

Who you are

• We are looking for people who have at least 4 years of experience in inside sales, renewal management, account management, or sales development, preferably in SaaS, life sciences or technical software, you may also hold a degree in Life Sciences, Chemistry, Biology, Biochemistry, or a related scientific field
• 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 out sales contracts
• Strong discovery, negotiation, and consultative selling skills
• Excellent presentation and communication abilities, written and verbal
• Experience using CRM systems (Salesforce preferred) and sales engagement tools
• Self-motivated with strong organizational and time management skills, comfortable managing a high-volume renewal book alongside expansion opportunities
• Ability to work collaboratively in a team environment while managing independent renewal and sales responsibilities
• Language proficiency: English and German
• Experience selling or managing accounts within research organizations, pharmaceutical companies, biotechs, or academic institutions
• Understanding of SaaS business models, subscription renewal cycles, and expansion-led growth motions
• Familiarity with scientific research workflows and laboratory informatics (ELN, LIMS, cheminformatics, bioinformatics, automation, orchestration)

What the job involves

• We are seeking an Associate Account Manager to own the health, retention, and growth of an assigned book of Luma customer accounts
• This is a hybrid role that blends renewal ownership with proactive account management: you will manage the full renewal cycle for your named accounts while also identifying and closing expansion opportunities with departmental buyers and smaller research teams
• You will work in close partnership with Strategic Account Executives, Customer Success, and the broader sales organization to ensure every customer renews, adopts, and grows with Dotmatics
• This role is for you if you want a defined path from account support and renewal ownership toward a full-cycle Account Executive career, and you can bring enough scientific fluency to speak credibly with bench researchers, lab managers, and departmental decision-makers
• 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 within named accounts (typically <$50K ARR)
• Conduct needs assessments, build business cases, and deliver compelling proposals for both renewal and expansion motions
• Achieve or exceed quarterly and annual retention and expansion quotas
• Work with WW Renewals, where relevant, to ensure renewals are tracked and actioned prior to renewal notice
• Collaborate with WW Renewals, where relevant, to proactively share account health, Stakeholder feedback and at risk accounts to support the renewals process
• Build and maintain strong relationships with scientific researchers, lab managers, and departmental decision-makers
• Understand customer workflows, pain points, and scientific objectives well enough to speak credibly about ELN, LIMS, cheminformatics, bioinformatics, and data visualization challenges
• Position Dotmatics solutions to address specific research and data management challenges as part of both renewal conversations and expansion pitches
• Collaborate with Customer Success to ensure smooth onboarding and continued value realization across the customer lifecycle
• Own the end-to-end renewal process for an assigned portfolio of named accounts, from 120-day renewal notice through contract execution
• Forecast renewal risk and revenue with accuracy, maintaining a rolling view of at-risk, on-track, and expansion-ready accounts
• Proactively monitor account health signals (usage, adoption, support tickets, stakeholder turnover) and intervene early on accounts showing renewal risk
• Negotiate renewal terms, pricing, and contract structure within established parameters, escalating complex negotiations as needed
• Partner with Customer Success to resolve adoption gaps or satisfaction issues before they become renewal risks
• Partner with Strategic Account Executives to support sales activities within named enterprise accounts
• Collaborate with Presales (Field sales) to conduct product demonstrations and technical discovery calls for prospects and existing customers within assigned accounts
• Coordinate with field sales teams on account strategies, customer communications, and opportunity progression
• Maintain accurate CRM records and provide regular updates on renewal status, pipeline activity, and account health
• Develop deep product knowledge across the Dotmatics Luma portfolio and stay current on scientific research trends, laboratory informatics challenges, and the competitive landscape
• Provide market intelligence on customer needs, competitive activity, and industry trends to Sales and Product
• Participate in regular pipeline and renewal forecast reviews with sales leadership