Enterprise Account Executive

We are rebuilding biotech for the AI era.
When a breakthrough is delayed the world waits. Getting a molecule from discovery to patients or a crop from lab to field involves thousands of slow manual disconnected steps. AI has the potential to change this compressing decades of R&D work into years. But that only happens when clean structured scientific data and AI are built into how science gets done.
Benchling is the AI platform for biotech R&D. Scientists use Benchling to design experiments capture structured data and run AI agents and models directly in their workflows. Over 200000 scientists around the world trust Benchling to power their most important work from academic labs to Sanofi Moderna and more than half of the world's top 50 biopharma.
We’re building an AI scientist for our customers. We can’t do that if we haven’t built the muscle ourselves. AI fluency is the foundation we build on; it's core to how we work and we're committed to helping every new hire integrate it into their day-to-day. As part of our interview process you'll complete a brief AI-focused exercise or discussion so we can understand how you think about and use AI to drive impact in your role. Feel free to reference any tools platforms or workflows you use today.

We are seeking a motivated and results-driven Enterprise Account Executive to join our Enterprise team. In this role you will be responsible for driving new business into different lines of business within your designated 1-3 of the Top 50 global accounts focusing on building and maintaining strong relationships with key stakeholders across various personas within an account (IT Science/R&D Data Science). You will play a crucial role in expanding our customer base and ensuring successful sales outcomes through effective pipeline generation and accurate sales forecasting.

• Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base in partnership with your SDR. Utilize various strategies and tools to generate leads and move them through the sales cycle.

• Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10 of goal) leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets.

• Solution Selling: Effectively communicate the value of our platform tailoring presentations and proposals to meet the specific needs of each prospect.

• Negotiation and Closing: Lead negotiations with potential clients by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey while navigating organizational complexities addressing objections and securing new business agreements.

• Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives.

• Collaboration: Partner with internal teams (marketing product customer success etc) and external teams (GSIs AWS etc) to ensure a seamless experience for clients and drive long-term customer satisfaction.

• Continuous Learning: Stay informed about industry trends competitors and emerging technologies to maintain a competitive edge in the market. You are a curious learner who is striving to elevate their craft to the next level.

• Process: Drive the sales process through Pipeline Generation (PG) Leading Indicators to drive repeatable success 3 Why’s/MEDDICC & ability to build champions across the user community middle management & ‘C’ Suite. Maintain account integrity and opportunity data within company systems; Salesforce.

   

You are drawn to our mission and you want to help Benchling win new business across your respective accounts. You are committed to working in a collaborative environment working together as a team. You have a love for working in a fast-paced startup/pre IPO environment and taking the initiative to get stuff done and try new things. You are passionate about powering new possibilities in biotech faster.

• Proven experience as a global enterprise/major accounts seller preferably within a data management workflow SaaS or technology-driven environment that sells to multiple personas across IT & various Line of business.

• Demonstrated ability to drive pipeline generation and manage complex sales cycles of 7+ figure deals.

• Strong sales forecasting skills with a track record of meeting or exceeding targets.

• Demonstrated success in selling products or solutions that typically fall outside of pre-established budgets with a proven ability to build a compelling business case and influence purchasing decisions.

• Experience working with diverse personas within an account (from technical decision makers business decision makers & CxO execs) with the ability to influence decision-making at all the levels.

• Dynamic communication negotiation and interpersonal skills.

• Self-motivated with a strong drive to achieve and exceed goals.

• Ability to work independently as well as collaboratively in a team environment.

• Ability to leverage the MEDDICC sales methodology is highly recommended

• Knowledge of the life sciences industry including: R&D and/or IT functions is preferred but not required.

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Benchling welcomes everyone.

We believe diversity enriches our team so we hire people with a wide range of identities backgrounds and experiences.
We are an equal opportunity employer. That means we don’t discriminate on the basis of race religion color national origin gender sexual orientation age marital status veteran status or disability status. We also consider for employment qualified applicants with arrest and conviction records consistent with applicable federal state and local law including but not limited to the San Francisco Fair Chance Ordinance.

What We Do

Biotechnology is rewriting life as we know it from the medicines we take to the crops we grow and the household goods that we rely on every day. But moving at the new speed of science requires better technology. Benchling’s mission is to unlock the power of biotechnology. The world’s most innovative biotech companies use Benchling’s R&D Cloud to power the development of breakthrough products. Help us bring modern software to modern science. We’re on Team Science We believe in the promise of science and the teamwork required to fulfill that promise. Whether your background is in science engineering business or another field you’re on Team Science if you believe in the power of science to solve the world’s most pressing problems.

Why Work With Us

Everyday at Benchling you’re surrounded by talented people who are really excited about the work they’re doing and the impact they’re having. It’s truly uplifting to work on a product that you can believe in and to work alongside colleagues who are energized by the shared vision of a future with less disease and greater sustainability.

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