Senior Account Manager

Senior Account Manager

Department: Sales

Employment Type: Permanent

Location: East Coast, USA (remote, occasional travel to London, Manchester, and U.S. client sites)

Reporting to: VP Sales

Responsible for: Establishing & embedding sophisticated AM practices

Biorelate is seeking an experienced Account Manager to own and grow a portfolio of enterprise pharmaceutical and biotechnology accounts, helping clients unlock maximum value from our Galactic AI platform products. This high‑impact, quota‑carrying role sits at the intersection of life sciences and data technology, partnering closely with Customer Success, Product, and Science teams to drive expansion and advocacy within leading drug discovery organizations.

We are a venture‑backed Series A startup providing AI‑powered data science solutions that uncover hidden insights to support efficient drug discovery. Our technology extracts and structures data from millions of scientific documents, identifying causal biological relationships and organizing them into knowledge graphs for bioinformaticians and biologists.

• 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 growth opportunities.

• Develop a deep understanding of Biorelate’s Galactic AI platform, including 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 Hub Spot 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.

• Demonstrable success in a B2B SaaS account management or enterprise sales role, with clear commercial success with pharmaceutical, biotech, or life sciences customers.
• 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 , literature mining, knowledge graphs).
• Experience selling or managing enterprise data and API products (not just software) is strongly preferred.

• 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, and data workflows by partnering closely with customer success colleagues.
• Familiarity with REST APIs, data licensing models, and life sciences data standards (e.g., FAIR, RAG, ontologies) is a plus.

• 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.
• Natural curiosity about biology, data science, and the evolving landscape of AI in drug discovery.

• Competitive salaries, generous family healthcare, 401(k) at 2%, excellent commission schemes, and significant opportunities for professional development.
• Fully remote business with colleagues worldwide—manage your schedule, save on commuting, and work from your home.
• Access to cutting‑edge technology; encouraged to innovate and solve new challenges.