Note: The job is a remote job and is open to candidates in USA. Biorelate Ltd. is a venture-backed Series A startup focused on AI-powered data science solutions for the pharmaceutical industry. They are seeking a Senior Account Manager to own and grow a portfolio of enterprise pharmaceutical and biotechnology accounts, driving expansion and advocacy through strong client relationships and tailored account strategies.
Responsibilities
- Own the full commercial lifecycle for a portfolio of U.S. enterprise pharma and biotech accounts, from onboarding through expansion
- Develop and execute tailored account plans aligned to each client's research priorities, data strategy, and product roadmap
- Identify and close upsell and cross-sell opportunities across Biorelate's Galactic AI solutions and platforms
- Negotiate contracts and enterprise licensing agreements in partnership with leadership, legal and finance
- Build deep, multi-threaded relationships with key stakeholders - including scientists, bioinformaticians, data leads, and procurement - at Director to VP level
- Serve as a trusted advisor by understanding each client's drug discovery pipeline, data infrastructure, and competitive landscape
- Conduct regular Quarterly Business Reviews (QBRs) to align on strategic value delivery and strategic growth opportunities
- Develop a deep understanding of Biorelate's Galactic AI platform which includes Web, API, and Data delivery offerings to articulate value propositions fluently
- Collaborate with Customer Success and Product teams to ensure clients achieve measurable outcomes from their Biorelate investment
- Surface product feedback and feature requests, acting as the voice of the customer in internal roadmap discussions
- Maintain accurate and up-to-date CRM data (opportunities, forecasts, account growth strategy) in HubSpot or equivalent
- Forecast expansion revenue quarterly with a high degree of accuracy
- Contribute to commercial strategy by sharing market intelligence, win/loss insights, and competitive trends
Skills
- Demonstrable success in a B2B SaaS account management or enterprise sales role, with clear commercial success with pharmaceutical, biotech, or life sciences customers
- Demonstrable track record of managing six- and seven-figure enterprise accounts with strong retention and expansion outcomes
- Understanding of drug discovery workflows, clinical informatics, or biomedical data ecosystems (e.g. target ID, literature mining, knowledge graphs)
- Proven ability to manage complex, multi-stakeholder deals and navigate enterprise procurement cycles
- Skilled in value-based selling, ROI articulation, and negotiating enterprise licensing agreements
- Comfortable operating in a growth mindset, assisting in renewal protection while actively prospecting for expansion
- Confident in engaging with technical audiences including bioinformaticians, data engineers, and research scientists
- Able to conduct and manage product demonstrations of Web UI, API & data workflows by partnering closely with customer success colleagues
- Exceptional communication, active listening, and executive presence
- Self-directed and comfortable in a fast-paced, early-stage commercial environment
- Collaborative team player who works well cross-functionally with leadership, product, and marketing
- Naturally curious about biology, data science, and the evolving landscape of AI in drug discovery
- Experience selling or managing enterprise data and API products (not just software) is strongly preferred
- Familiarity with REST APIs, data licensing models, and life sciences data standards (e.g., FAIR, RAG, ontologies) is a plus
Benefits
- Generous family healthcare
- 401k at 2%
- Excellent commission schemes
- Significant opportunities for professional development
- Genuine Flexibility: We are a fully remote business with colleagues across the globe: manage your schedule, save time and money on commuting, and do your best work from the comfort of your home.
- Cutting-Edge Technology: You’ll work with the latest software tools and technologies; we’ll push you to genuinely be innovative and find new ways to solve the newest challenges.
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