Associate Account Manager (Luma)

Dotmatics Ltd.; United States; Hybrid; USD 70,000 - 110,000; Full time

Benefits offered by this job

Remote-friendly

Hybrid role

Growth opportunities

Job summary

Dotmatics Ltd. is seeking an Associate Account Manager to own the health, retention, and growth of an assigned book of Luma customer accounts.

This hybrid role blends renewal ownership with proactive account management, managing renewals, expansions, and stakeholder engagement across research teams. You will collaborate with Strategic Account Executives, Customer Success, and other sales teams to ensure renewals, adoption, and growth, while building deep product knowledge across the Luma

Qualifications

• 4+ years of experience in inside sales, renewal management, account management, or sales development.
• Preference for SaaS, life sciences or technical software backgrounds.
• Degree in Life Sciences, Chemistry, Biology, Biochemistry or related field.
• Experience selling to research organizations, pharmaceutical companies, biotechs, or academic institutions.
• Understanding of SaaS business models, subscription renewals, and expansion-led growth.

Responsibilities

• Own the full renewal cycle for named accounts and manage renewal notices through contract execution.
• Identify and pursue expansion opportunities within existing accounts (new departments, more seats, adjacent products).
• Collaborate with Strategic Account Executives, Customer Success, and WW Renewals to ensure renewals, adoption, and growth.
• Forecast renewal risk and revenue with accuracy; maintain a rolling view of at-risk, on-track, and expansion-ready accounts.
• Build relationships with researchers, lab managers, and departmental decision-makers to address workflows and scientific objectives.

Skills

Inside sales

Renewal management

Account management

SaaS

Life sciences experience

Negotiation

Presentation skills

Education

Bachelor's degree in Life Sciences

Tools

Salesforce

Sales engagement tools

Job description

• You’ll join a collaborative, global team pushing the boundaries of scientific innovation
• Your ideas and efforts will have a tangible impact, accelerating scientific progress and discovery
• We offer a dynamic, remote-friendly environment that fosters high integrity and collaboration, empowering you to excel
• Dotmatics is a company built by scientists, for scientists
• Combined, we are now the world’s largest cloud-based scientific research R&D platform
• We need your help to keep growing and pioneering the futu
• 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
• 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,
• 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

Experience using CRM systems (Salesforce preferred) and sales engagement toolsThis 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-makersWe 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 fieldAbility to work with Finance and RevOps to build out sales contractsUnderstanding of complex sales cyclesStrong discovery, negotiation, and consultative selling skillsAbility to work collaboratively in a team environment while managing independent renewal and sales responsibilitiesProven track record of meeting or exceeding retention, renewal, or sales quotasSelf-motivated with strong organizational and time management skills, comfortable managing a high-volume renewal book alongside expansion opportunitiesExcellent presentation and communication abilities, written and verbalExperience selling or managing accounts within research organizations, pharmaceutical companies, biotechs, or academic institutionsUnderstanding of SaaS business models, subscription renewal cycles, and expansion-led growth motionsFamiliarity with scientific research workflows and laboratory informatics (ELN, LIMS, cheminformatics, bioinformatics, automation, orchestration)