Associate Account Manager | Luma | DACH

OpenKrill; United States; On-site; USD 65,000 - 95,000; Full time

Job summary

Dotmatics seeks an Associate Account Manager to own health, renewal, and growth of Luma customer accounts in a hybrid role with 30%+ travel. You will partner with Strategic Account Executives, Customer Success, and broader sales to drive renewals, adoption, and expansion.

You will speak credibly with scientists and decision-makers, manage full renewal cycles, and pursue expansion opportunities across departments and seats.

Qualifications

• Experience in inside sales, renewal management, account management, or related roles in SaaS or scientific software.
• Ability to speak credibly with bench researchers and department decision-makers.
• Strong discovery, negotiation, and consultative selling skills.
• Excellent presentation and written/verbal communication abilities.
• Familiarity with CRM systems and sales engagement tools.

Responsibilities

• Own expansion opportunities within existing accounts, including new departments and additional seats.
• Manage full sales cycle for small to mid-sized expansion opportunities (typically < $50K ARR).
• Conduct needs assessments and deliver compelling renewal/expansion proposals.
• Achieve retention and expansion quotas on a quarterly and annual basis.
• Collaborate with Renewals and Customer Success to ensure renewals and onboarding deliver value.
• Build relationships with researchers, lab managers, and department decision-makers.
• Understand ELN, LIMS, cheminformatics, bioinformatics, and data visualization challenges.

Skills

Quota attainment

Complex sales cycles

Negotiation skills

Presentation skills

CRM systems (Salesforce)

Time management

Team collaboration

English & German

Education

Bachelor's degree in Life Sciences, Chemistry, Biology, Biochemistry, or related field

Tools

Salesforce

Sales engagement tools

Job description

Our Why At Dotmatics

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 a vision for a new Lab of the Future that will change the future of scientific research.

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. This is not flat data buried away in digital graveyards. This is dynamic, multi-dimensional decision-making.

Scientific enterprises need a new level of effectiveness to achieve tomorrow’s breakthroughs. Illness will not wait. The biosphere will not wait. We are tireless in our vision, because the time for innovation is now.

Shaping the Future of Science At Dotmatics

Our global team of more than 800 colleagues are dedicated to supporting our customers in over 180 countries. Together, with our scientific community of users, we accelerate scientific innovation in order to make the world a healthier, cleaner, and safer place to live.

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 future.

We are Science Driven. We are Customer Centric. We are Better Together.

What do we need

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.

This position requires travel 30%+ for customer meetings, QBRs, and account management activities

In this role you will get to:

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

- 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

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 (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

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

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.

The keys skills

- 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

You may also 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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