Account Manager

Account Manager, Light Labs Role Overview

As an Account Manager at Light Labs, you’ll build and own a book of some of the largest manufacturers and brands in CPG, helping them manage, improve, and showcase their quality to bring more transparency to the food system. Your job is to grow these accounts: expand testing programs across new products, sites, and categories, and make Light Labs indispensable to every customer you touch.

We’ve grown from zero to a multi-million-dollar run rate in under 2 years, and you’ll play a key role in scaling Light Labs to a $50M run rate in 2027.

• Own and grow a large book of business. Run your book like it’s your own P&L. Know every account’s health, whitespace, and growth plan, and be accountable for the expansion revenue it produces.

• Drive expansion. Identify and close new testing programs, product lines, sites, and use cases within existing customers. Your quota is expansion revenue, and the biggest growth at Light Labs comes from going deeper with the customers we already have.

• Respond within minutes. Speed wins trust and deals. It’s the number one reason customers work with us, and it’s the standard for every email, call, and result question in your book.

• Be a true problem solver. Lead with curiosity. When a customer hits a quality issue, a failed result, or a regulatory question, get creative and drive it to resolution instead of routing it elsewhere.

• Always get on the plane. Nothing beats in-person time with customers. Visit plants and HQs, walk the floor with quality and ops teams, and run business reviews on site.

• Learn the science and how a lab operates. We work in a complex, highly technical industry. Learn what matters to customers, speak their language, and know enough of the science (methods, contaminants, specs, regulatory thresholds) to build rapport and trust with technical buyers.

• Build deep, multi-threaded relationships. Develop trust across quality, operations, regulatory, procurement, and executive stakeholders so accounts don’t hinge on a single champion.

• Partner with lab operations. You’re the customer’s voice inside the lab and the lab’s voice with the customer. Make sure we deliver on what we sold, and flag risks before they become escalations.

• Translate feedback into action. Capture insights from your accounts and feed them back into product, marketing, and operations to help shape company direction.

• Scale impact. Help drive Light Labs to a $50M run rate in 2027 by consistently retaining and expanding the largest manufacturers and brands in CPG.

• 3-5+ years of quota-carrying experience owning and growing a book of business, ideally with enterprise or strategic accounts in a fast-paced environment.

• Demonstrated success expanding existing accounts through complex, multi-stakeholder processes.

• Relentlessly responsive. Operates with urgency and treats speed as a competitive advantage, not a courtesy.

• Excellent communicator. Skilled in discovery, storytelling, and objection handling, with a clear, persuasive writing style.

• Strategic thinker. Builds real account plans, understands the business context behind customer needs, and positions solutions accordingly.

• Entrepreneurial mindset. Operates independently, thrives in ambiguity, and builds structure where none exists.

• Fast learner. Quickly absorbs technical and scientific concepts and translates them into business value.

• Willing to travel. Regular time on the road with customers; expect meaningful travel to plants, HQs, and industry events.

• Mission-aligned. Motivated by improving transparency and integrity in the food system.

• Austin, TX (in-office 5 days per week). This role sits side-by-side with the founders and broader team as we scale Light Labs’ GTM engine.

Light Labs is building the modern platform for lab testing, starting with consumer goods brands. We help companies test more cheaply, quickly, and enable them to use lab results to automate regulatory compliance and grow revenue.

We believe consumers deserve to know the purity and accuracy of every product that affects their families’ health. Improving our food system starts with increasing transparency and…