Role Overview- You'll stabilize the customer lifecycle first, then build a real land-to-expand motion: profiling accounts, mapping where else we could help inside a company we already serve and turning that into Covalent's first account-management playbook. This role reports to the VP of Commercial Strategy & Growth. You'd be joining a small, commercial team, including a fractional strategic-accounts lead and a business development representative, inside a company scaling fast enough that this role will help shape its own org chart within the first year.
Key Responsibilities- Own the customer relationship from quote acceptance onward, serving as the primary point of contact for onboarding and ongoing account health.
- Partner with Covalent's technical delivery teams, never around them, to keep customers informed and engaged throughout project execution.
- Build account profiles that map the full scope of a customer's relationship with Covalent, including multiple programs, stakeholders, and buying centers inside a single account.
- Identify and pursue expansion opportunities within the existing customer base: additional programs, techniques, or departments not yet being served.
- Flag churn risk early and manage renewal-adjacent conversations on a proactive cadence.
- Design and run Quarterly Business Reviews for accounts that warrant them.
- Help to build Covalent's account-management playbook: tiering criteria, account-planning templates, and a repeatable expansion motion.
- Maintain accurate account and opportunity data in HubSpot as Covalent's single source of truth.
What Success Looks Like in the First 90 Days:- Every active, ICP-fit account has been touched at least once.
- An expansion-signal log is live and current in HubSpot.
- At least one multi-program account has a documented account plan, with buying centers mapped and a clear point of view on where to grow.
- A first draft of Covalent's account-tiering criteria exists, even if it isn't final.
Qualifications- 3-6 years in customer success, account management, or a growth/expansion role at a technical services, scientific instruments, or analytical testing business.
- A track record of growing revenue with key accounts.
- Comfort operating inside a multi-stakeholder account where the buying centers don't naturally talk to each other.
- Enough scientific fluency to hold a real conversation in a lab setting, without needing to be the scientist in the room.
- A builder's instinct. This function doesn't exist yet at Covalent, so you'll be building the process as much as running it.
- Bonus: experience in semiconductor, battery/energy, or advanced-materials market
The pay range for this role is:
110,000 - 155,000 USD per year (Covalent Sunnyvale)
