Key Account Manager, Edtech

JoVE is the world-leading producer and provider of video solutions with the mission to improve scientific research and education. Millions of scientists, educators, and students worldwide use JoVE for their research, teaching, and learning. Our institutional clients comprise over 1,000 universities, colleges, and biopharma companies, including leaders such as The University of Tokyo, Chiba University, JAIST, Kobe University, Harvard, and Stanford. As a rapidly growing company, with offices in the USA, Europe and Asia, servicing clients in over 60 countries, we are seeking talented and ambitious individuals to join our company.

The Role

We are looking for a strategic Key Account Manager to retain and expand JoVE’s existing institutional subscriptions in Japan. The ideal candidate thrives on driving customer success, ensuring high product utilization, and uncovering expansion opportunities. If you are passionate about maximizing client value and growing long-term academic partnerships, this is the perfect opportunity for you.

Responsibilities

• Own & meet the renewal and expansion targets for existing institutional accounts in Japan.
• Plan and execute cross-sell and upsell opportunities to grow account value and maximize revenue.
• Build and maintain strategic relationships with key stakeholders, including academic librarians, department heads, and faculty members.
• Conduct regular business reviews and usage analysis to demonstrate product adoption, ROI and highlight value.
• Analyze utilization trends to proactively identify at-risk accounts and implement effective turnaround and retention strategies.
• Work cross-functionally with Customer Success, Marketing, and Product teams to advocate for client needs and deliver on team targets.
• Attend trade shows, academic conferences, and conduct on-site visits to strengthen client relationships.

Requirements

• A Bachelor's degree.
• Fluent communication skills in Japanese and English.
• 3+ years of experience in account management or B2B sales, preferably within EdTech, STEM Publishing, or SaaS.
• Proven track record of managing contract renewals, reducing churn, and successfully upselling existing accounts in a results-driven environment.
• Excellent presentation, and negotiation skills, both in-person and online.
• Highly analytical with the ability to translate usage data into actionable client strategies.
• Experienced with Salesforce or similar CRM platforms to accurately forecast renewals and manage an expansion pipeline.
• Self-motivated, proactive, and deeply focused on long-term customer success.

Benefits

• A competitive compensation package including an uncapped commission.
• You will make a direct impact in accelerating science research and education.
• Opportunity to work with global teams and in an environment that promotes innovation and collaboration.
• Our strong promotion from within culture draws a clear path to advance your career with us.