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Manager, Account Development – North America & LATAM

Olink Proteomics, Part of Thermo Fisher Scientific

Position Summary
Thermo Fisher Scientific is seeking a high-performing Manager, Account Development – North America & LATAM to lead and scale our Account Development Representative (ADR) function across the Americas.
This role will be responsible for driving pipeline generation, lead qualification excellence, outbound prospecting strategy, and commercial alignment across the United States, Canada, and Latin America. The successful candidate will lead a growing team of Account Development Representatives while partnering closely with regional sales leadership, marketing, market development, and commercial operations to accelerate revenue growth.
The position will play a critical role in ensuring timely lead engagement, maximizing marketing-generated demand, improving conversion performance, and building a world-class account development organization that supports Olink's commercial growth objectives.
This position reports directly to the Senior Director, Head of Global Marketing.
Location: Austin, TX preferred. Remote candidates will be considered for exceptional applicants.

Key Responsibilities
Team Leadership & Development

• Lead, coach, and develop a team of Account Development Representatives supporting North America and Latin America.
• Establish a high-performance culture focused on accountability, customer engagement, pipeline creation, and continuous improvement.
• Conduct regular coaching, call reviews, performance evaluations, and career development planning.
• Support recruiting, onboarding, and training of new ADR team members.
• Help build and scale the Austin-based Account Development organization as future growth requires.
• Pipeline Generation & Commercial Execution
• Own regional account development performance and pipeline contribution targets.
• Ensure rapid follow-up and qualification of marketing-generated leads.
• Drive outbound prospecting programs aligned to strategic market opportunities and commercial priorities.

Monitor and improve key conversion metrics across the funnel, including:

• Lead response time
• Lead acceptance rates
• MQL-to-SQL conversion
• Opportunity creation
• Pipeline contribution
• Sales accepted opportunities

Ensure consistent execution of lead management processes and service level agreements.
Cross-Functional Collaboration

• Partner closely with North American and LATAM sales leadership to align account development activities with regional business priorities.
• Collaborate with Marketing to support strategic campaigns, key opinion leader engagement initiatives, and market expansion programs.
• Work with Marketing Operations and Demand Generation teams to optimize lead quality, campaign performance, and nurturing strategies.
• Partner with Commercial Operations to improve reporting, forecasting, CRM workflows, and lead routing processes.
• Coordinate with global ADR leadership to share best practices and ensure consistency across regions.
• Operational Excellence
• Utilize Salesforce and sales engagement platforms to monitor activity, performance, and pipeline progression.
• Analyze performance data to identify trends, bottlenecks, and growth opportunities.
• Develop and implement process improvements that increase efficiency and conversion rates.
• Deliver regular performance reporting and business insights to commercial and marketing leadership.
• Support annual planning, capacity modeling, territory alignment, and resource planning activities

Qualifications
Required

• Bachelor's degree in Life Sciences, Biology, Biochemistry, Molecular Biology, Biotechnology, Business, or related field.
• 7+ years of experience in sales development, inside sales, commercial operations, business development, or related commercial roles.
• 3+ years of people leadership experience managing SDR, ADR, BDR, inside sales, or commercial development teams.
• Experience working within life sciences, biotechnology, genomics, proteomics, diagnostics, or related scientific markets.
• Strong understanding of lead management, pipeline generation, and commercial funnel metrics.
• Demonstrated success building and developing high-performing teams.
• Experience using Salesforce CRM and sales engagement technologies.
• Strong analytical, communication, and stakeholder management skills.

Preferred

• Advanced degree (MS, MBA, or PhD).
• Experience supporting complex scientific or technical sales organizations.
• Experience working across multiple geographies or international markets.
• Familiarity with proteomics, genomics, biomarker research, translational medicine, or pharmaceutical research environments.
• Experience scaling SDR/ADR organizations in high-growth environments.

Success Measures
Success in this role will be measured by:

• MQL engagement and response time performance
• Lead-to-opportunity conversion rates
• Pipeline generated by the ADR organization
• Sales satisfaction and regional alignment
• Team productivity and development
• SLA adherence and process excellence
• Continuous improvement of commercial funnel performance