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 <$50K ARR)
• 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

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
Language proficiency: English, Dutch, Danish or Swedish advantage but not essential

You may also have

Experience selling or managing accounts within 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)