sales
Posted Jun 11Enterprise Account Executive
at Benchling
Boston, United StatesRemote
Responsibilities
- Utilize various strategies and tools to generate leads and move them through the sales cycle.
- Maintain account integrity and opportunity data within company systems; Salesforce.
Requirements
- We are rebuilding biotech for the AI era.
- 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.
- We’re building an AI scientist for our customers.
- 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.
- - 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.
- 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.
- 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.
- - 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.
- - 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.
Benefits
- We are an equal opportunity employer.
Additional details
- Getting a molecule from discovery to patients, or a crop from lab to field, involves thousands of slow, manual, disconnected steps.
- Over 200,000 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 can’t do that if we haven’t built the muscle ourselves.
- Feel free to reference any tools, platforms, or workflows you use today.
- 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.
- RESPONSIBILITIES - 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.
- - 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.