Account Manager

STARLIMS Corporation•, (Multiple States)

11d

About The Position

STARLIMS is hiring an Account Manager for its Account Management team. The role serves as the primary commercial contact and representative of STARLIMS for a portfolio of named customer accounts, owning each relationship throughout its lifecycle. The Account Manager is accountable for customer retention, contract renewals, portfolio profitability, customer satisfaction, and identifying and closing new business within existing accounts. Success requires building trusted partnerships, understanding customers’ businesses, goals, stakeholders, and needs, and translating that understanding into durable commitments. The role develops strategic account plans, monitors account health and market conditions, manages sales opportunities and forecasts, and collaborates with sales specialists, Customer Success, Finance, and Deal Desk. The position also provides account-level insights to the Director to inform team playbooks and territory strategy.

Requirements

Account management experience in a software-selling context, with a record of owning named accounts and carrying a number.
ERP, SaaS, or CRM selling experience.
Demonstrated ability to retain and grow revenue in an existing customer base, including negotiating renewals and long-term contracts.
Strong commercial judgment and sales-process discipline, including the ability to run a structured sales process, build a business case, negotiate, and close.
Excellent communication skills with technical and business audiences, including the ability to engage credibly with lab directors, IT stakeholders, and procurement stakeholders.
Ability to build and maintain multi-threaded customer relationships to protect existing business and win new work.
Proficiency with CRM tools such as Salesforce and rigor in pipeline management, forecasting, and account documentation.
High integrity and follow-through, with the ability to present information completely and accurately to internal and external audiences.
Bachelor’s degree in a science, IT, or business subject.

Nice To Haves

Experience selling into life sciences, diagnostics, manufacturing, or public health laboratory environments.
Experience with LIMS, ELN, SDMS, QMS, or other regulatory or scientific informatics software.
Laboratory or science-based industry background.
Experience navigating a perpetual-to-subscription or on-premises-to-cloud commercial transition with customers.

Responsibilities

Serve as the primary commercial contact for named customer accounts and own the customer relationship and overall experience with STARLIMS.
Secure customer retention and negotiate renewals and long-term contracts.
Monitor customer satisfaction through regular direct contact and act early on signs of account risk.
Improve portfolio profitability and build customer loyalty over the course of each relationship.
Investigate customers’ business environments, goals, objectives, strategies, and stakeholder needs.
Map account decision makers and influencers and develop strategic account plans aligned with sales goals.
Assess market trends and external factors affecting customers and adjust account strategies accordingly.
Identify additional opportunities, maintain a qualified sales funnel, and close profitable revenue within named accounts.
Drive high-risk renewals and new business, and design customer-specific solutions that improve organizational outcomes.
Respond to RFIs and RFPs professionally and promptly.
Own pipeline management, forecasting, CRM hygiene, and account documentation.
Work with sales specialists on product presentations and technical demonstrations.
Partner with Customer Success to track account health, product usage trends, and customer satisfaction.
Coordinate with Finance and Deal Desk on pricing, packaging, and contract structure.
Share account insights and market feedback with the Director to inform team playbooks and territory strategy.