Account Manager - Expansions

About the Role

As an Account Manager, Expansions at STARLIMS, you will focus on identifying and executing growth opportunities within an established portfolio of enterprise accounts. Your primary task is to drive incremental revenue by increasing product usage, adding new sites or labs, and promoting additional STARLIMS solutions to existing customers. This role does not include implementation, support, or renewal administration duties; instead, you will partner closely with other teams to ensure a seamless customer experience as you lead targeted expansion efforts.

Key Responsibilities

• Develop and maintain strategic account plans that identify current usage, product deployment, organizational structures, and decision makers, highlighting areas for further expansion.
• Leverage account data and product analytics to uncover underutilized or under-penetrated opportunities across the STARLIMS product portfolio.
• Proactively prioritize and forecast your expansion pipeline based on business potential, not only responding to inbound requests.
• Conduct structured expansion campaigns to increase subscriptions, onboard new laboratories, and cross-sell adjacent platforms like ELN, SDMS, and MODA to drive broader adoption.
• Prepare and present compelling business cases, ROI analyses, and proposals tailored for technical and compliance-oriented stakeholders across laboratory, quality, and IT functions.
• Establish and strengthen relationships with key contacts and stakeholders within each account, ensuring alignment and facilitating growth conversations at the right moment.
• Coordinate closely with Customer Success, Product, Marketing, Finance, and Deal Desk teams to align strategies, understand customer health metrics, and ensure integrated go-to-market efforts.
• Provide feedback and insights to leadership to inform team strategies and territory planning.

Requirements

• 2-5 years of experience in account management, sales, or customer success in a SaaS environment, especially selling technical or compliance-driven solutions.
• Proven success in upselling, cross-selling, or expanding revenue within existing enterprise accounts.
• Demonstrated proactive approach to uncovering new opportunities rather than relying on existing relationships alone.
• Experience using product data and analytics to support sales proposals and expansion opportunities.
• Strong understanding of the sales process, including pipeline management, deal qualification, and closing complex transactions.
• Exceptional verbal and written communication skills, capable of bridging technical and business discussions.
• Advanced CRM proficiency, ideally with Salesforce, along with disciplined documentation and forecasting habits.
• Proven ability to collaborate across teams and work within a focused, expansion-only mandate.

Preferred Qualifications

• Experience working with life sciences, diagnostics, manufacturing, or public health laboratory clients.
• Background in LIMS, ELN, SDMS, QMS, or other laboratory/scientific informatics platforms.
• Track record of supporting organizations through transitions from perpetual licensing to subscription models or on-premises to cloud-based solutions.

What Success Looks Like in Year One

• Achievement of measurable revenue growth from assigned accounts via increased usage, expansion of sites, and successful cross-selling efforts.
• Complete and actively managed whitespace account plans for every client in your portfolio.
• Recognition from leadership and peers for delivering structured, qualified expansion proposals.
• Closure of at least one major multi-product expansion involving both technical and business stakeholders.

Additional Information

STARLIMS is committed to equal opportunity employment. All qualified applicants are considered regardless of race, ethnicity, gender, sexual orientation, disability, or veteran status.

Location: This role is remote within North America and reports directly to the Director of Account Management.