Account Manager

Who we are and what we do

Biology is the most powerful technology on the planet. It cures disease, feeds civilizations, and decarbonizes entire industries. And yet the scientists and labs producing the breakthroughs that will define the next century still run on pen and paper, pipettes, and spreadsheets.

We're fixing that. Reshape is building the operating system for biological research – robotics and AI that automate data capture and turn raw experiments into decisions. Our customers are the largest R&D and FMCG organizations on Earth. The work they do with us shows up as faster cures, better food, and cleaner industry.

We're hiring a Strategic Account Manager in Copenhagen to own our most important customer relationships and turn them into our biggest ones.

The role

Landing a global biotech or FMCG giant is hard. Turning one lab into forty, and into an enterprise wide implementation is harder, and that's where the real revenue is for us.

You'll own a portfolio of our largest accounts, and you'll be measured on what happens after the first contract is signed. Net revenue retention, expansion ARR, renewals, multi-year commitments. This is not a farming role where you check in once a quarter and hope. These accounts have hundreds of sites, competing budget holders, and internal politics you have to navigate before you can grow anything.

One day you're on site watching a lab actually use the system, spotting the workflow next door that nobody has automated yet. The next you're building the business case that takes a single-team pilot to a global rollout, then defending it against a procurement manager who's decided renewal season is a good moment to grind you down on terms. You're equally at home in all of it.

You run the expansion cycle end to end. Map the account, find the decision makers, build the case for the org, negotiate it, close it. You own the renewal too, so you're protecting the base while you grow it. There is no inherited corporate playbook. You build the account strategy and you own the number.

What We're Looking For

A track record of growing complex enterprise accounts in SaaS, biotech, deeptech, hardware, or life sciences. You've taken a beachhead deal and multiplied it, and you can explain exactly how you did it. A scientific background isn't a must, but you need to soak up knowledge like a sponge and carry yourself with confidence. You can hold your own with a Principal Scientist, then translate operational value into strategic value a CFO will sign.

You generate expansion pipeline rather than wait for it. New sites, new teams, new use cases, exec relationships built. Whatever it takes. You spot churn risk a quarter before it shows up in a dashboard, and you deal with it then. You move fast, decide with incomplete information, and don't need a manager to tell you what matters this week.

What you getThe chance to put real points on the board at a company building something genuinely hard, alongside a lean Copenhagen team that is unreasonably good at what it does. Competitive base and commission package, and a direct line of sight from every account you grow to the impact it has on the world.

If you want a comfortable seat at a mature SaaS company managing a book of renewals, this isn't it. If you want to grow accounts that change what biology can do, please apply.

The role at a glance

• Own the number: Carry NRR, expansion ARR, and renewal targets across a portfolio of Reshape's largest accounts.
• Expansion: Find, build, and close the next use case inside accounts that already know us. New sites, new teams, new workflows.
• Account strategy: Map each organization properly. Stakeholders, budget cycles, politics, and where the automation gaps actually are. Then turn that map into a growth plan.
• Renewals and risk: Protect the base. Spot risk early, drive adoption where it's soft, and land multi-year commitments.
• Executive relationships: Move the relationship from lab bench to C-suite, so we're a strategic bet rather than a line item.
• Strategic collaboration: Partner with product, engineering, and customer success to shape tailored solutions and feed customer insight back into the roadmap.
• Market intelligence: Track industry trends, competitors, and emerging tech to sharpen your positioning and defend your accounts.

• Proven record of expanding and retaining complex enterprise accounts against NRR or expansion targets. Backgrounds in biotech, deeptech, hardware, or life sciences all welcome.
• Commercial ownership of renewals and negotiations, plus accurate forecasting. Familiarity with MEDDIC or similar is a plus.
• Self-generated expansion pipeline. You build the case for growth rather than waiting for the customer to ask.
• Technical curiosity. A scientific background isn't a must, but you need to soak up knowledge fast. Familiarity with lab automation, AI, or ML is a plus.
• Comfortable travelling to customer sites. This role is won on site, not on calls.
• Self-driven, collaborative, and comfortable in a fast-moving startup.