Account Manager (Academia)

Oxford Medical Simulation•Somerville, MA

6d•$130,000 - $170,000•Remote

About The Position

Oxford Medical Simulation Inc. (OMS) is hiring a commercial Account Manager to own renewals and expansion across a portfolio of academic institutions in the United States. This remote-first role focuses on protecting and growing annual recurring revenue through structured renewal management, account planning, executive relationship-building, and value-led commercial negotiation. Prior virtual reality experience is not required; OMS will provide training on its platform and products. The Account Manager manages a portfolio of 25–50 academic customers and drives a disciplined renewal process beginning six months before contract end. The role includes forecasting and pipeline management in HubSpot, identifying and closing upsell and cross-sell opportunities, developing customer account plans, and leading pricing, packaging, and contract negotiations. The position reports to the Director of Sales and Account Management and involves approximately 50% travel, typically two to three trips per month, including overnight stays. The preferred location is the United States, with EST preferred. OMS provides a simulation platform to healthcare and educational institutions for training, assessment, and recruitment of healthcare professionals. The company describes its platform as combining 3D visualization, artificial intelligence, and educational theory to support training at scale. OMS is an equal opportunity employer committed to equal treatment and opportunity in recruitment, selection, and employment, and to an inclusive environment free from discrimination, harassment, and retaliation.

Requirements

At least 3 years of quota-carrying Account Management experience covering renewals and expansion in B2B healthcare or healthcare academia SaaS.
A proven record of achieving or exceeding 100%+ net revenue retention (NRR) targets.
Experience managing renewals end-to-end, including pricing and negotiation.
Strong pipeline management, forecasting discipline, and CRM skills; HubSpot experience is preferred.
Comfort working in complex, multi-stakeholder environments with long buying cycles.
Proactive, organized approach to renewal risk management.
Ability to communicate value with senior stakeholders and defend price confidently.
Enjoyment of travel and relationship-based selling in the field.

Nice To Haves

Experience selling to academic institutions such as universities, nursing schools, or medical schools.
Familiarity with healthcare education, clinical training, simulation, or adjacent markets.
Experience with procurement, IT review, and contracting processes common in academia.

Responsibilities

Own end-to-end renewal revenue for a portfolio of academic customers.
Identify, qualify, and close upsell and cross-sell opportunities to drive expansion revenue.
Maintain a reliable forecast and pipeline, with strong CRM hygiene and forecasting in HubSpot.
Build multi-threaded relationships with faculty leadership, program directors, simulation leadership, procurement, IT, and budget owners.
Lead pricing, packaging, and contract negotiations, including multi-year deals, partnering with Legal and Finance as needed.
Develop account plans for top customers, mapping stakeholders, renewal risks, competitive threats, and expansion paths.
Manage a portfolio of 25–50 academic customers and begin a disciplined renewal motion six months before contract end.
Build and execute account plans to expand customer footprint across programs, campuses, cohorts, or departments.
Identify new buying centers and develop expansion opportunities, including additional programs, multi-campus rollouts, and new use cases.
Run executive check-ins and commercial reviews tied to outcomes, budget cycles, and renewal timelines.
Hold recurring QBRs and stakeholder touchpoints to drive utilization and best practices for Customer Success.
Progress commercial conversations through procurement, contracting, and approvals.
Collaborate with Product, Clinical, Support, and other internal teams to remove blockers and protect revenue.
Represent OMS at conferences and events to deepen customer relationships and identify expansion opportunities.