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AI Summary
Own the full commercial lifecycle for U.S. enterprise pharma and biotech accounts to drive retention and expansion. Partner with cross-functional teams to align the Galactic AI platform with client research priorities and drug discovery pipelines.
Senior Account Manager
Department: Sales
Employment Type: Permanent
Location: East Coast , USA
Description
Reporting to: VP Sales
Responsible for: Establishing & embedding sophisticated AM practices
Location: USA Remote, occasional travel to London UK, Manchester and customers sites in the US
Biorelate is seeking an experienced Account Manager to own and grow a portfolio of enterprise pharmaceutical and biotechnology accounts to supercharge our next phase of growth. You will be the primary commercial relationship owner for clients using Biorelate's Galactic AI platform products — helping them unlock maximum value from our market leading biomedical knowledge graph and AI-driven insights.
This is a high-impact, quota-carrying role at the intersection of life sciences and data technology. You will partner closely with Customer Success, Product, and Science teams to drive expansion and advocacy within some of the world's leading drug discovery and development organisations.
What We Do
Research and Development in the pharmaceutical industry is time-consuming, expensive, and often overlooks valuable data insights. We’re changing that with AI-powered data science solutions that uncover hidden insights to support more efficient and informed drug discovery. Using AI and Natural Language Processing (NLP), our technology extracts and structures data from millions of scientific documents, identifying causal biological relationships and organising them into knowledge graphs. This advanced data science empowers bioinformaticians and biologists with a deeper understanding of the connections between diseases, proteins, and drugs.
Our team consists of biomedical and data science experts with real-world lab and pharmaceutical experience. These specialists ensure that our solutions are scientifically grounded, delivering accurate, reliable data to our customers.
The Company
We are a venture backed Series A startup (supported by established Tech investors). If you're eager to collaborate with exceptional scientists, software engineers, and subject matter experts from various fields in a supportive, ego-free environment, Biorelate is the place for you.
Key Responsibilities
Account Ownership & Growth
- 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.
Relationship Management
- 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 strategic growth opportunities.
Product & Technical Engagement
- Develop a deep understanding of Biorelate's Galactic AI platform which includes 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.
Pipeline & Revenue Reporting
- Maintain accurate and up-to-date CRM data (opportunities, forecasts, account growth strategy) in HubSpot 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.
Skills, Knowledge and Expertise
Industry & Domain
- Demonstrable success in a B2B SaaS account management or enterprise sales role, with clear commercial success with pharmaceutical, biotech, or life sciences customers.
- Demonstrable 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 ID, literature mining, knowledge graphs).
- Experience selling or managing enterprise data and API products (not just software) is strongly preferred.
Commercial Skills
- 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.
Technical Acumen
- Confident in engaging with technical audiences including bioinformaticians, data engineers, and research scientists.
- Able to conduct and manage product demonstrations of Web UI, API & 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.
Soft Skills & Mindset
- 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.
- Naturally curious about biology, data science, and the evolving landscape of AI in drug discovery.
Benefits
We offer competitive salaries, generous family healthcare, 401k at 2%, excellent commission schemes, and significant opportunities for professional development. You’ll work alongside some of the brightest individuals, contributing to meaningful work that has a direct impact on global healthcare.
In addition, you can expect:
- Genuine Flexibility: We are a fully remote business with colleagues across the globe: manage your schedule, save time and money on commuting, and do your best work from the comfort of your home.
- Cutting-Edge Technology: You’ll work with the latest software tools and technologies; we’ll push you to genuinely be innovative and find new ways to solve the newest challenges.
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