Associate Account Manager

About the Position

Associate Account Manager | Luma | Central US

Remote - USA

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About the Company

At Dotmatics, a Siemens company, we believe science, data, and decision-making must be deeply intertwined for innovation to thrive. Our portfolio includes Luma, LumaLab Connect, ELN Platform, Graphpad Prism, Geneious, SnapGene, Protein Metrics, OMIQ, FCS Express, LabArchives, NQuery, EasyPanel, SoftGenetics, and Virscidian. We have created the world’s most comprehensive digital science platform – best-of-breed software applications already used by more than 2 million scientists, together in a single ecosystem united by a powerful, flexible enterprise data platform.

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Responsibilities

Expansion & Independent Sales Ownership

• 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
• Collaborate with WW Renewals to ensure renewals are tracked and actioned prior to renewal notice
• Share account health, stakeholder feedback, and at-risk accounts to support the renewals process

Customer Engagement

• 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

Renewal Ownership & Retention

• 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

Account Support & Collaboration

• Partner with Strategic Account Executives to support sales activities within named enterprise accounts
• Collaborate with Presales 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

Continuous Learning & Market Intelligence

• 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

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Requirements

• At least 4 years of experience in inside sales, renewal management, account management, or sales development, preferably in SaaS, life sciences, or technical software
• Degree in Life Sciences, Chemistry, Biology, Biochemistry, or a related scientific field is a plus
• 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

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Nice to Have

• 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)

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We Offer

• Opportunity to join a collaborative, global team pushing the boundaries of scientific innovation
• Dynamic, remote-friendly environment that fosters high integrity and collaboration
• Defined path from account support and renewal ownership toward a full-cycle Account Executive career
• Competitive salary and benefits package

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About the Company

Dotmatics is an equal opportunity employer. We are a welcoming place for everyone, and we do our best to make sure all people feel supported and connected at work.