Work Schedule
Standard (Mon-Fri)Environmental Conditions
OfficeJob Description
Manager, Account Development – North America & LATAM
Olink Proteomics, Part of Thermo Fisher Scientific
Position Summary
Thermo Fisher Scientific is seeking a high-performing Manager, Account Development – North America & LATAM to lead and scale our Account Development Representative (ADR) function across the Americas.
This role will be responsible for driving pipeline generation, lead qualification excellence, outbound prospecting strategy, and commercial alignment across the United States, Canada, and Latin America. The successful candidate will lead a growing team of Account Development Representatives while partnering closely with regional sales leadership, marketing, market development, and commercial operations to accelerate revenue growth.
The position will play a critical role in ensuring timely lead engagement, maximizing marketing-generated demand, improving conversion performance, and building a world-class account development organization that supports Olink's commercial growth objectives.
This position reports directly to the Senior Director, Head of Global Marketing.
Location: Austin, TX preferred. Remote candidates will be considered for exceptional applicants.
Key Responsibilities
Team Leadership & Development
- Lead, coach, and develop a team of Account Development Representatives supporting North America and Latin America.
- Establish a high-performance culture focused on accountability, customer engagement, pipeline creation, and continuous improvement.
- Conduct regular coaching, call reviews, performance evaluations, and career development planning.
- Support recruiting, onboarding, and training of new ADR team members.
- Help build and scale the Austin-based Account Development organization as future growth requires.
- Pipeline Generation & Commercial Execution
- Own regional account development performance and pipeline contribution targets.
- Ensure rapid follow-up and qualification of marketing-generated leads.
- Drive outbound prospecting programs aligned to strategic market opportunities and commercial priorities.
Monitor and improve key conversion metrics across the funnel, including:
- Lead response time
- Lead acceptance rates
- MQL-to-SQL conversion
- Opportunity creation
- Pipeline contribution
- Sales accepted opportunities
Ensure consistent execution of lead management processes and service level agreements.
Cross-Functional Collaboration
- Partner closely with North American and LATAM sales leadership to align account development activities with regional business priorities.
- Collaborate with Marketing to support strategic campaigns, key opinion leader engagement initiatives, and market expansion programs.
- Work with Marketing Operations and Demand Generation teams to optimize lead quality, campaign performance, and nurturing strategies.
- Partner with Commercial Operations to improve reporting, forecasting, CRM workflows, and lead routing processes.
- Coordinate with global ADR leadership to share best practices and ensure consistency across regions.
- Operational Excellence
- Utilize Salesforce and sales engagement platforms to monitor activity, performance, and pipeline progression.
- Analyze performance data to identify trends, bottlenecks, and growth opportunities.
- Develop and implement process improvements that increase efficiency and conversion rates.
- Deliver regular performance reporting and business insights to commercial and marketing leadership.
- Support annual planning, capacity modeling, territory alignment, and resource planning activities
Qualifications
Required
- Bachelor's degree in Life Sciences, Biology, Biochemistry, Molecular Biology, Biotechnology, Business, or related field.
- 7+ years of experience in sales development, inside sales, commercial operations, business development, or related commercial roles.
- 3+ years of people leadership experience managing SDR, ADR, BDR, inside sales, or commercial development teams.
- Experience working within life sciences, biotechnology, genomics, proteomics, diagnostics, or related scientific markets.
- Strong understanding of lead management, pipeline generation, and commercial funnel metrics.
- Demonstrated success building and developing high-performing teams.
- Experience using Salesforce CRM and sales engagement technologies.
- Strong analytical, communication, and stakeholder management skills.
Preferred
- Advanced degree (MS, MBA, or PhD).
- Experience supporting complex scientific or technical sales organizations.
- Experience working across multiple geographies or international markets.
- Familiarity with proteomics, genomics, biomarker research, translational medicine, or pharmaceutical research environments.
- Experience scaling SDR/ADR organizations in high-growth environments.
Success Measures
Success in this role will be measured by:
- MQL engagement and response time performance
- Lead-to-opportunity conversion rates
- Pipeline generated by the ADR organization
- Sales satisfaction and regional alignment
- Team productivity and development
- SLA adherence and process excellence
- Continuous improvement of commercial funnel performance
Skills Required
- Masters Degree
- 8 years of B2B sales experience in scientific industry
- 2+ years of people management experience
- Proficiency with CRM systems, especially Salesforce
- Strong communication and relationship-building skills
- Experience with consultative selling and complex sales cycles
Thermo Fisher Scientific Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Thermo Fisher Scientific and has not been reviewed or approved by Thermo Fisher Scientific.
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Retirement Support — Retirement programs include a strong company 401(k) match and an employee stock purchase plan that add meaningful long‑term value. Feedback suggests these features stand out among core financial benefits even when base pay feels average.
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Healthcare Strength — Health coverage offers multiple national medical options alongside dental and vision, with company‑paid life and disability coverage. This breadth is considered a solid foundation even if some costs may not be the lowest among peers.
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Parental & Family Support — Paid parental and caregiver leave, backup care, adoption assistance, and specialized family resources are available. Feedback suggests these supports are a notable plus for colleagues managing family and caregiving needs.
Thermo Fisher Scientific Insights
What We Do
Thermo Fisher Scientific Inc. is the world leader in serving science, with annual revenue of approximately $40 billion. Our Mission is to enable our customers to make the world healthier, cleaner and safer. Whether our customers are accelerating life sciences research, solving complex analytical challenges, increasing productivity in their laboratories, improving patient health through diagnostics or the development and manufacture of life-changing therapies, we are here to support them. Our global team delivers an unrivaled combination of innovative technologies, purchasing convenience and pharmaceutical services through our industry-leading brands, including Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific, Unity Lab Services, Patheon and PPD.
Why Work With Us
You will join a company which every colleague has the opportunity to create possibilities, for oneself, for our customers and patients. There is no more exciting place to be than at the forefront of solving problems which help improve lives around the world. As a company, we are committed to supporting your career aspirations and your journey.
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