Associate Account Manager | Luma | Material Science at Dotmatics

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 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, material sciences or technical software, you may also hold a degree in Material or 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 You may also have Experience selling or managing accounts within chemical and material sciences verticals, 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) Research shows us the confidence gap and imposter syndrome can get in the way of meeting outstanding candidates, so please don’t hesitate to apply — we’d love to hear from you. By submitting your application, you agree that Dotmatics may collect your personal data for recruiting, global organization planning, and related purposes. Dotmatics Privacy Notice explains what personal information we may process, where we may process your personal information, our purposes for processing your personal information, and the rights you can exercise over Dotmatics use of your personal information. 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.

Requirements

Must-haves

Our Why At Dotmatics
We have a vision for a new Lab of the Future that will change the future of scientific research.
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
We are Science Driven. We are Customer Centric. We are Better Together.
What do we need
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
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

Nice-to-haves

Experience using CRM systems (Salesforce preferred) and sales engagement tools

Application prep

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Platform: greenhouse
Effort: quick

Benefits

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