Account Manager, Expansions

STARLIMS is hiring an Account Manager, Expansion to join our growing Account Management team, reporting to the Director, Account Management. This is a fully expansion-focused individual contributor role: you will own a portfolio of existing enterprise accounts and be measured on your ability to grow revenue within them — through increased usage, additional sites/labs, and cross-sell of adjacent STARLIMS products onto the core LIMS footprint. 

This role is not a generalist account management seat. You won't own implementation, day-to-day support, or first-line renewal admin — those sit with other teams. Your job is singular and focused: mine your book for whitespace, build the business case, and close the expansion. You'll work closely with your Director and with other Account Managers on larger or more complex opportunities, but the expansion motion is yours to drive. 

What You'll Own (Jobs to Be Done) 

Whitespace Identification & Account Planning 

• Build and maintain account plans for your portfolio that map current usage, product footprint, org structure, and stakeholders against untapped opportunity. 

• Use product usage data, site/lab counts, and account history to systematically identify where accounts are under-licensed, under-utilized, or under-penetrated on the broader STARLIMS portfolio. 

• Prioritize your pipeline based on expansion potential, not just inbound requests — this is a proactive, hunting-oriented seat within an existing book. 

Expansion Selling 

• Run structured sales motions within your accounts to grow usage/seats, add new sites or labs onto STARLIMS, and attach adjacent products — including ELN, SDMS, Advanced Analytics, and the MODA manufacturing and quality platform (MODA-ES and EM) — to existing LIMS deployments. 

• Identify accounts where lab-to-floor expansion makes sense — extending customers from core LIMS into manufacturing execution (MODA-ES) and environmental monitoring (MODA-EM) as part of STARLIMS's broader end-to-end quality and manufacturing offering. 

• Build and deliver business cases, ROI narratives, and proposals tailored to technical and compliance-driven buyers (lab, quality, and IT stakeholders). 

• Own your expansion pipeline and forecast end-to-end — qualification through close — with accurate, disciplined CRM hygiene. 

Relationship & Stakeholder Management 

• Develop multi-threaded relationships beyond your primary contact, including lab management, quality/compliance, procurement, and IT. 

• Partner with Customer Success to stay current on account health, usage trends, and satisfaction so expansion conversations are timed and framed correctly. 

• Escalate and loop in your Director or Sales on strategically significant or highly complex opportunities, staying engaged as a co-owner through to close. 

Cross-Functional Collaboration 

• Partner closely with the core Account Managers who own day-to-day relationships in your target accounts — aligning on timing, messaging, and account history before initiating expansion conversations, so customers experience one coordinated STARLIMS team rather than two separate points of contact. 

• Work with Product and Marketing to stay current on the STARLIMS roadmap and translate new capabilities into expansion opportunities within your accounts. 

• Loop in Finance and Deal Desk on pricing, packaging, and contract structuring for expansion deals. 

• Feed account-level insights and market feedback back to your Director to inform team playbooks and territory strategy. 

What You Bring (Requirements) 

Required 

• 2–5 years of experience in account management, sales, or customer success at a SaaS company, ideally with a technical or regulated product where buyers include both business and technical/compliance stakeholders. 

• A demonstrated track record of driving upsell, cross-sell, or expansion revenue — you've grown revenue within an existing account, not just maintained it. Pure renewal or support-focused experience alone is not a fit for this seat. 

• A proactive, hunter mentality applied to an existing customer base — you're energized by systematically working a book of business to find opportunity, not waiting for it to surface. 

• Comfort using product usage data and account metrics to build a data-backed case for expansion, rather than relying on relationship alone. 

• Strong commercial instincts and sales process discipline — able to run a structured sales process, build a business case, negotiate, and close. 

• Excellent communication skills across technical and business audiences — able to speak credibly to both a lab director and an IT/procurement stakeholder in the same deal cycle. 

• Proficiency with CRM tools (e.g., Salesforce) and rigor around pipeline, forecasting, and account documentation. 

• Comfortable working within a defined, focused mandate (expansion) and collaborating closely with adjacent teams (Sales, Customer Success, Deal Desk) rather than owning the full customer lifecycle solo. 

Preferred 

• Experience selling into life sciences, diagnostics, manufacturing, or public health lab environments. 

• Experience with LIMS, ELN, SDMS, QMS, or other regulatory/scientific informatics software. 

• Experience navigating a perpetual-to-subscription or on-prem-to-cloud commercial transition with customers. 

What Success Looks Like in Year One 

• Your portfolio shows measurable net revenue expansion driven by usage growth, new site additions, and product attach — not just renewal retention. 

• You've built and are actively working a whitespace-mapped account plan for every account in your book. 

• Your Director and Sales partners see you as someone who brings well-qualified, well-structured expansion opportunities to the table — not just activity. 

• You've closed at least one multi-threaded, cross-product expansion deal that required navigating both technical and commercial stakeholders.