Director of Account Management

About STARLIMS

STARLIMS is a global leader in laboratory information management systems (LIMS) with almost four decades of experience supporting laboratories in life sciences, manufacturing, public health, and clinical diagnostics. The company assists clients in managing data, ensuring compliance with regulations, and accelerating quality outcomes. STARLIMS is backed by Turn/River Capital and is investing intensively in modernizing its platform and go-to-market strategy. This represents an exciting opportunity to join a company with a mission-critical product and a loyal, large enterprise customer base.

Position Overview

The Director of Account Management will lead STARLIMS’ global Account Management team comprising eight Account Managers across North America and EMEA. This role combines leadership with active field involvement, managing the team's operational rhythm and collaborating closely on strategic, complex enterprise accounts.

Key Responsibilities

• Drive transformation from perpetual license models to subscription agreements across enterprise customers, ensuring revenue protection, strengthening customer relationships, and enabling long-term growth.
• Expand revenue within existing accounts by increasing usage, rolling out to additional sites and labs, and cross-selling complementary STARLIMS products.
• Manage, mentor, and develop the distributed Account Management team by setting clear objectives, assigning territories/accounts, and establishing accountability measures.
• Develop playbooks, meeting cadences, and professional development initiatives to enhance account management as a growth driver rather than solely a retention function.
• Recruit and onboard new account management talent to support team scaling.
• Create account-specific playbooks for subscription conversion, establish pricing and packaging guidelines, and design frameworks for handling objections balancing revenue interests and customer goodwill.
• Collaborate with Finance, Legal, Product, and Pricing teams to streamline subscription conversion processes and monitor progress against targets.
• Engage personally with the largest, most complex enterprise accounts, partnering with Account Managers to build strong relationships and structured deal arrangements.
• Ensure systematic account planning, including whitespace and stakeholder mapping across the portfolio, beyond flagship clients.
• Coordinate across Sales, Customer Success, Renewals, Product, and Marketing to maintain momentum in expansion and conversion activities and resolve barriers.
• Participate actively in deal negotiations, assisting sales reps closely rather than managing from a distance.
• Represent customer feedback in product and pricing decision-making.
• Manage forecasting and reporting on retention, conversion, and expansion metrics with transparency to sales leadership.
• Develop and track KPIs that define team and individual performance including conversion rates, net revenue retention, expansion attach rate, and pipeline coverage.

Qualifications

• Extensive experience managing enterprise accounts for technical SaaS products and readiness to work directly in the field alongside sales representatives.
• Minimum five years of leadership experience in sales or account management with responsibility for revenue, retention, and/or growth targets.
• Experience handling international accounts across North America and EMEA, understanding diverse procurement and buying cultures and operating across time zones.
• Proven ability or a clear plan to drive commercial transformations such as shifting from perpetual licensing to subscription or from on-premises to cloud models.
• Strong track record in account expansion through increased usage, multi-site deployments, and cross-selling within an expanding product portfolio.
• Excellent communication skills capable of interacting credibly with technical buyers, procurement, and senior executives.
• A high level of persistence and energy to sustain efforts through a challenging transformation process.
• Analytical and structured approach to building repeatable playbooks and processes rather than ad hoc solutions.
• Comfortable working with regulated, technical buyers in industries such as life sciences, diagnostics, manufacturing, and public health is highly advantageous.
• Proficient with CRM and forecasting tools (e.g., Salesforce) and data-driven in managing account health and pipeline.

Preferred Experience

• Previous roles in companies undergoing PE-backed transformations or significant growth phases.
• Experience managing or selling LIMS, ELN, SDMS, QMS, or related scientific/regulatory informatics software.
• Background in establishing or maturing account management functions including processes, tooling, and coverage models.

Success Indicators for Year One

• Establishment of a repeatable and measurable perpetual-to-subscription conversion playbook and demonstrated progress across enterprise accounts.
• Clear territory management, disciplined forecasting, and a healthy pipeline of expansion opportunities such as increased usage, new site activations, and cross-sells.
• Increased net revenue retention and expansion attached rates, with direct contributions to key flagship account wins.
• Recognition of Account Management as a structured and trusted growth partner by Sales, Customer Success, and Product teams.

Equal Opportunity Statement

STARLIMS is committed to equal employment opportunities. All qualified candidates will be considered regardless of race, religion, color, national origin, citizenship, gender, sexual orientation, gender identity, genetic information, veteran status, age, or disability.

Location & Reporting

This is a flexible position based either at the Hollywood, FL headquarters or remotely within North America or EMEA. The Director reports to the VP of Sales.