Director of Account Management

About STARLIMS STARLIMS is a global leader in laboratory information management systems (LIMS), with nearly 40 years of experience helping laboratories in life sciences, manufacturing, public health, and clinical diagnostics manage data, ensure regulatory compliance, and accelerate quality outcomes. Backed by Turn/River Capital, STARLIMS is investing aggressively in its platform and go-to-market motion. This is a pivotal moment to join a company with a durable, mission-critical product and a large, loyal enterprise customer base that is ready for modernization. Position Summary STARLIMS is hiring a Director, Account Management to lead our global Account Management organization — a team of 8 Account Managers across North America and EMEA — responsible for the health, retention, and growth of our large enterprise install base. This is a hybrid leadership/player-coach role: you will build and run the operating rhythm for the team while personally getting into the field alongside your AMs on the most strategic, complex accounts. The mandate is twofold: Transform the base: Drive the perpetual-to-subscription transformation across our enterprise account base — converting long-tenured, license-based customers to recurring subscription agreements in a way that protects revenue, strengthens relationships, and sets accounts up for long-term growth. Expand the base: Grow revenue within existing accounts through increased usage, additional sites/labs, and attach of adjacent STARLIMS products onto the core LIMS footprint. You will report into sales leadership and partner closely with Sales, Customer Success, Renewals, Product, and Finance to execute this transformation at scale. What You'll Own (Jobs to Be Done) Team Leadership Manage, coach, and develop a distributed team of 8 Account Managers across NA and EMEA, setting clear targets, territory/account assignments, and accountability structures. Build the playbooks, cadences (pipeline reviews, forecasting, QBRs), and skill development programs that professionalize account management as a growth engine, not just a retention function. Recruit and onboard additional AM talent as the team scales. Perpetual-to-Subscription Transformation Own the strategy and execution for migrating a large, established enterprise account base from perpetual licenses + maintenance to subscription agreements. Develop account-specific conversion playbooks, pricing/packaging guardrails, and objection-handling frameworks that balance revenue protection with customer goodwill. Partner with Finance, Legal, and Product/Pricing to remove friction from the conversion motion and report on transformation progress against company-wide targets. Account Growth & Expansion Drive net revenue expansion across the base via three levers: increased usage/seats, additional sites or labs going live on STARLIMS, and cross-sell/attach of adjacent products. Personally engage on the team's largest, most strategic, and most technically or politically complex enterprise accounts — working shoulder-to-shoulder with individual AMs to build multi-threaded relationships and structure deals. Ensure disciplined account planning (whitespace mapping, stakeholder mapping) is happening across the portfolio, not just on flagship accounts. Cross-Functional Execution Act as the connective tissue between Account Management and Sales, Customer Success, Renewals, Product, and Marketing to keep expansion and conversion motions moving and to unblock deals. Work hand-in-hand with reps to bring deals across the line — this role is expected to roll up its sleeves in active deal cycles, not just review pipeline from a distance. Represent the voice of the customer base back into product and pricing decisions. Forecasting & Reporting Own the forecast and reporting cadence for retention, conversion, and expansion revenue across the team, with clear visibility to sales leadership. Build and maintain the metrics/KPIs that define team and individual performance (conversion rate, net revenue retention, expansion attach rate, pipeline coverage). What You Bring (Requirements) Required Individual enterprise account management experience with a technical SaaS product, and a genuine willingness to stay close to the deal — working directly alongside reps in the field to help structure and close complex opportunities, not just manage from the sidelines. 5+ years in a sales/account management leadership role, managing a team against revenue, retention, and/or expansion targets. Global/international account experience — comfortable operating across NA and EMEA, navigating different buying cultures, procurement norms, and time zones. Demonstrated experience driving commercial model transformation (e.g., perpetual-to-subscription, on-prem-to-cloud, or similar pricing/packaging transitions) — or a clear, credible path to picking this up quickly. Strong track record of account expansion — usage growth, multi-site rollouts, and/or cross-sell/upsell of an expanding product portfolio. Strong communication skills — able to operate credibly with technical buyers, procurement, and C-level stakeholders, and to communicate clearly with executive leadership internally. Grit and a high motor — this role requires sustained energy against a long, sometimes difficult transformation, not just steady-state account management. Structured thinker — able to build repeatable playbooks and operating processes rather than relying on ad hoc heroics. Comfortable with regulated, technical buyers (quality, compliance, lab operations); life sciences, diagnostics, manufacturing, or public health domain experience is a strong plus. Proficiency with CRM and forecasting tools (e.g., Salesforce) and a data-driven approach to account health and pipeline management. Preferred Prior experience at a company undergoing a PE-backed transformation or similar high-growth inflection point. Experience selling or managing accounts in LIMS, ELN, SDMS, QMS, or adjacent scientific/regulatory informatics software. Experience building an account management function from a less mature state (process, tooling, coverage model). What Success Looks Like in Year One The perpetual-to-subscription conversion motion has a repeatable playbook and measurable progress against the enterprise base. The AM team has clear territory ownership, forecasting discipline, and a visible pipeline of expansion opportunities (usage, sites, cross-sell). Net revenue retention and expansion attach rate both trend upward, with the Director personally credited for unlocking several flagship account wins. Sales, Customer Success, and Product all view Account Management as a trusted, structured growth partner. STARLIMS is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status. Location: Flexible (Hollywood, FL HQ or Remote — NA/EMEA) | Reports to: VP of Sales