Associate Account Manager – Material Science

Dotmatics

. Own the health, retention, and growth of an assigned book of Luma customer accounts .

Posted 10/6/2026full-timeRemote • United StatesJuniorMid-Level💰 $63,750 - $86,250 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing customer accounts, driving retention and expansion through consultative selling, and navigating complex sales cycles. Proficient in utilizing CRM systems and understanding scientific workflows to deliver tailored solutions in the SaaS environment.

Highest-signal resume keywords

Account ManagementRenewal ManagementConsultative SellingCRM Systems (Salesforce)Scientific Research Workflows

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Quota AchievementNegotiation SkillsNeeds AssessmentBusiness Case DevelopmentSales Cycle Management

Soft Skills

Strong Communication SkillsOrganizational SkillsSelf-MotivatedTeam CollaborationPresentation Skills

Tools & Technologies

SalesforceSales Engagement Tools

Industry Keywords

SaaSMaterial SciencesLife SciencesLaboratory InformaticsCheminformaticsBioinformaticsELNLIMSPharmaceuticalsBiotechs

About the role

Key responsibilities & impact

Own the health, retention, and growth of an assigned book of Luma customer accounts
Manage the full renewal cycle for named accounts and identify and close expansion opportunities with departmental buyers and smaller research teams
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 under $50K ARR
Conduct needs assessments, build business cases, and deliver proposals for renewal and expansion motions
Achieve or exceed quarterly and annual retention and expansion quotas
Work with WW Renewals to ensure renewals are tracked and actioned before renewal notice
Build relationships with scientific researchers, lab managers, and departmental decision-makers
Understand customer workflows, pain points, and scientific objectives related to ELN, LIMS, cheminformatics, bioinformatics, and data visualization
Position Dotmatics solutions for research and data management challenges
Collaborate with Customer Success on onboarding and continued customer value realization
Own end-to-end renewals from 120-day renewal notice through contract execution
Forecast renewal risk and revenue and maintain account health views
Monitor usage, adoption, support tickets, and stakeholder turnover to intervene on renewal risks
Negotiate renewal terms, pricing, and contract structures within established parameters
Partner with Customer Success to resolve adoption or satisfaction issues
Support Strategic Account Executives in named enterprise accounts
Collaborate with Presales to conduct product demonstrations and technical discovery calls
Coordinate with field sales teams on account strategies, communications, and opportunity progression
Maintain accurate CRM records and provide updates on renewal status, pipeline activity, and account health
Develop product knowledge across the Dotmatics Luma portfolio and stay current on scientific research trends, laboratory informatics challenges, and competitive landscape
Provide market intelligence to Sales and Product
Participate in pipeline and renewal forecast reviews with sales leadership
Travel 30%+ for customer meetings, QBRs, and account management activities

Requirements

What you’ll need

At least 4 years of experience in inside sales, renewal management, account management, or sales development, preferably in SaaS, material sciences or technical software
May hold a degree in Material or Life Sciences, Chemistry, Biology, Biochemistry, or a related scientific field
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
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)