Strategic Account Executive

Summary

Join Benchling as a Strategic Account Executive and drive new business within your territory. You will build and maintain strong relationships with key stakeholders, expanding our customer base through effective pipeline generation and accurate sales forecasting. This role requires proven experience in account management, solution selling, and negotiation. You will collaborate with internal teams and leverage various sales methodologies to achieve revenue targets. Benchling offers a competitive salary and a comprehensive benefits package, including equity, parental leave, and various wellness programs.

Requirements

• Proven experience as an Account Executive, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & Line of business
• Demonstrated ability to drive pipeline generation and manage complex sales cycles
• 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

Responsibilities

• Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base. 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 Channel 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
• Process: Drive the sales process through Pipeline Generation (PG), 3 Why’s, Champion Building, MEDDIC, Command of the Message, etc. Maintain account integrity and opportunity data within company systems; Salesforce

Preferred Qualifications

• Familiarity with MEDDIC sales methodology is a plus but not required
• Knowledge of the life sciences industry, including: R&D, and/or IT functions is preferred but not required
• Bachelor’s degree - life sciences major is preferred but not required

Benefits

• Competitive salary and equity
• Broad range of medical, dental, and vision plans for employees and their dependents
• Fertility healthcare and family-forming benefits
• Four months of fully paid parental leave
• 401(k) + Employer Match
• Commuter benefits for in-office employees and a generous home office set up stipend for remote employees
• Mental health benefits, including therapy and coaching, for employees and their dependents
• Monthly Wellness stipend
• Learning and development stipend
• Generous and flexible vacation
• Company-wide Summer & Winter holiday shutdown
• Sabbaticals for 5-year and 10-year anniversaries