management
Posted YesterdayHead of Global Deal Desk
at Benchling
San Francisco, United StatesHybrid
Responsibilities
- Coach, partner and proactively advise enterprise account executives and sales leadership around the architecture and pricing of our largest and most complex agreements. With your deep
- Lead, develop, and scale a trusted global deal strategy and order management team, keeping the field unblocked and serving as the connective tissue between Sales, Finance, Product and Legal.
- Sponsor and deploy automation and AI-assisted execution alongside coaching and development, so the function scales on leverage, not just headcount. - Transformation.
- Own how deal desk partners with the business, and moves deals from quote through to clean, booked revenue with laser focus on operational excellence: the right balance of speed and control, continuously minimizing touches and exceptions, and sponsoring a continuous improvement mindset.
- Own the approval framework, ensuring clear, enforceable definitions, and anticipating and resolving downstream risk through process rather than reactivity.
- Maintain controls that align with public-company readiness without unnecessary bureaucracy so we scale at pace, but with the right deal governance and business outcomes.
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.
- experience in complex enterprise software deals (large, multi-year ramped deals, ELAs, etc), you will be a trusted thought partner with sales as they structure, price, and optimize customer agreements for long-term growth across multiple dimensions, and support high-value negotiations alongside sales leadership.
- experience with your order management team members to get scale across our whole book of business. - Lead our global deal desk team & connect our partners.
- - Demonstrated track record of advising how to structure and close complex enterprise agreements, exercising judgment and enforcing commercial guardrails while keeping deals moving.
- - Deep command of process and CPQ (Salesforce/Steelbrick) — approval frameworks, quote configuration, and the realities of contract generation in the broader quote-to-cash stack (NetSuite, Gong, etc.).
- - Demonstrated skills in process improvement and operational excellence, redesigning and automating deal and order workflows to minimize manual touch, balancing control and speed using AI tooling to scale Deal Desk throughput and quality.
- Experience operationalizing a pricing and packaging change across a live selling organization, not just designing it. - Analytical, data-driven mindset with fluency in BI/SQL/spreadsheets to turn deal data into decisions. Nice to have: -
- Experience structuring consumption/usage-based deals (commits, ramps, overages, true-ups) for recurring revenue. - Familiarity with cloud marketplace (AWS/GCP/Azure) private offers, reseller and partner billing, and international/EMEA deal nuances. - Life sciences or scientific-software domain familiarity.
Experience
- Requirements: - 12+ years in Deal Desk, Revenue/Sales Operations, Commercial Strategy, and/or Finance, with several years leading and scaling teams (including team members across regions), ideally in high-growth B2B enterprise SaaS or life-sciences software.
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.
- ROLE OVERVIEW Benchling is looking for a high-impact, strategic leader comfortable with change and execution to lead our deal strategy and order management team as we scale.
- Sitting at the intersection of revenue growth, new products, financial control, and cross-functional partnership, you will be the trusted commercial advisor to sales on deal strategy, operationalize and deploy an updated pricing and packaging strategy, and driving operational improvement and excellence.
- As a player-coach leading and developing a respected team, you will stay close enough to the hardest deals, while driving high impact change as the company grows through its next phase.
- RESPONSIBILITIES - Enterprise deal strategy & structuring.
- Having built trusted relationships with stakeholders, you will help the team win today’s deal while protecting long-term objectives across the company portfolio. Leverage your
- You will help evolve and proactively deliver executive-grade reporting and insights to finance and field leadership on deal mix, discount and pricing trends, win/loss, cycle time, and other key metrics to drive better business outcomes.