Account Manager

Dewey; Encinitas (CA); Presencial; USD 80.000 - 110.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

High impact

Career growth

Strategic exposure

Descripción de la vacante

A fast-growing startup in academic data solutions is seeking an Institutional Account Manager to manage relationships with university and library customers. This role will drive customer success and expansion within institutional accounts, requiring a proven track record in account management and strong relationship-building skills. Ideal candidates will have 3–6+ years of experience, exceptional communication abilities, and thrive in an early-stage startup environment. Join the team to influence revenue and customer outcomes directly.

Formación

• 3–6+ years in account management, customer success, or related roles managing institutional or enterprise customers.
• Proven track record of driving renewals and expansion within complex organizations.
• Strong relationship-building skills with the ability to navigate multi-stakeholder environments.
• Exceptional written and verbal communication, able to engage both technical and non-technical audiences.

Responsabilidades

• Own a portfolio of institutional accounts, serving as the primary relationship owner for universities and libraries.
• Drive renewals and identify expansion opportunities within existing institutional customers.
• Build and execute account plans that align institutional needs with Dewey's data offerings.

Conocimientos

Account management

Customer success

Relationship-building

Problem-solving

Organizational skills

Communication

Descripción del empleo

Dewey's mission is to build the infrastructure layer for academic data . We envision a world where access to data is no longer a constraint on research.

We help universities, libraries, and researchers acquire, license, and manage data, making data procurement transparent, efficient, and scalable to unlock better research and faster innovation.

We're a cash-flow positive, fast-growing startup with over 300+ subscribed institutions and thousands of users. We're a small, nimble team, and every person makes a visible impact.

The Role

We're seeking an Institutional Account Manager to own relationships with our university and library customers. This role is focused on supporting institutional success, driving adoption across departments, and expanding Dewey's footprint within existing accounts.

You’ll manage a portfolio of institutional accounts ranging from mid‑sized universities to large research institutions with complex procurement processes. Your success will be measured by retention, expansion revenue, and customer satisfaction.

As one of the earliest commercial hires, you’ll report directly to the CEO and help shape how Dewey builds and scales its institutional account management function. If you thrive working with academic institutions, love solving complex stakeholder challenges, and want to make your mark on an early‑stage company, this role is for you.

Responsibilities

Account Management & Growth

• Own a portfolio of institutional accounts, serving as the primary relationship owner for universities and libraries
• Drive renewals and identify expansion opportunities within existing institutional customers
• Build and execute account plans that align institutional needs with Dewey's data offerings
• Navigate complex organizational structures to engage multiple stakeholders, including librarians, procurement teams, department heads, and research administrators

Customer Success & Adoption

• Onboard new institutional customers and ensure successful implementation across departments
• Monitor product usage and proactively address adoption challenges
• Conduct quarterly business reviews with key accounts to demonstrate value and identify growth opportunities
• Build trust and credibility with institutional stakeholders at all levels

Strategy & Operations

• Own and report on key institutional metrics: net revenue retention, logo retention, expansion rates, and product utilization
• Surface customer insights to inform Dewey's product roadmap and go‑to‑market strategy
• Partner with the CEO to build scalable processes, playbooks, and account segmentation strategies
• Jump in across functions as needed—whether supporting sales transitions, building customer resources, or testing new approaches

What We're Looking For

Required

• 3–6+ years in account management, customer success, or related roles managing institutional or enterprise customers
• Proven track record of driving renewals and expansion within complex organizations
• Strong relationship‑building skills with the ability to navigate multi‑stakeholder environments
• Excellent organizational skills. Comfortable managing multiple high‑touch accounts simultaneously
• Exceptional written and verbal communication, able to engage both technical and non-technical audiences
• Comfort in an early‑stage startup: thrive with ambiguity and eager to create structure where needed
• Proactive, bias for action. You identify problems and solve them without being asked

Bonus

• Experience in SaaS, data products, or academic/library technology
• Familiarity with university procurement processes and budget cycles
• Understanding of academic research workflows or data management practices
• Experience selling into or supporting universities, libraries, or research institutions
• Current or former PhD student (or Dewey user!) looking to transition into industry

Why Join Dewey Data?

• Mission‑driven: help build the infrastructure layer for academic data
• High impact: directly influence revenue and customer outcomes as an early commercial hire
• Builder's seat: design the institutional account management function from the ground up
• Strategic exposure: work closely with the CEO on critical growth initiatives
• Career growth: expand your scope and seniority as we scale from 300+ to 1,000+ institutions
• Ownership: own retention and expansion—functions that directly impact our bottom line

Our Values 🐐

• Grit – We show resilience, creativity, and tenacity—doing at least one hard thing each day.
• Ownership – We take responsibility and set high standards for ourselves and the company.
• Action – We bias toward speed, iteration, and never being the blocker.
• Trust – We act with integrity, and treat each other with humility and authenticity.