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Benchling is an AI platform for biotech R&D used by over 200,000 scientists globally, including more than half of the world's top 50 biopharma companies. The company is rebuilding biotech for the AI era by combining clean, structured scientific data with AI agents and models built directly into research workflows.
As an Enterprise Account Executive, you will drive new business expansion within 1–3 of the Top 50 global accounts, focusing on building and maintaining strong relationships with key stakeholders across multiple personas (IT, Science/R&D, Data Science). You will be responsible for pipeline generation, sales forecasting, solution selling, negotiation, and account management within a fast-paced, pre-IPO environment.
Key Responsibilities:
- Generate 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within prospect/customer accounts in partnership with your SDR.
- Develop and maintain accurate sales forecasts (±10% of goal) to ensure predictable revenue outcomes and consistent attainment of revenue targets.
- Communicate the value of Benchling's platform through tailored presentations and proposals that address specific prospect needs.
- Lead negotiations with potential clients, addressing objections from multiple stakeholders including CxOs while navigating organizational complexities.
- Work across multiple personas within accounts to understand unique needs and align Benchling's solutions with business objectives.
- Partner with internal teams (marketing, product, customer success) and external partners (GSIs, AWS) to ensure seamless client experiences and long-term satisfaction.
- Stay informed about industry trends, competitors, and emerging technologies to maintain competitive advantage.
- Drive the sales process using Pipeline Generation, Leading Indicators, 3 Whys/MEDDICC methodology, and champion-building across user communities, middle management, and C-suite.
- Maintain account integrity and opportunity data within Salesforce.
Requirements:
- Proven experience as a global enterprise/major accounts seller, preferably in data management, workflow SaaS, or technology-driven environments that sell to multiple personas across IT and various lines of business.
- Demonstrated ability to drive pipeline generation and manage complex sales cycles involving 7+ figure deals.
- Strong sales forecasting skills with a track record of meeting or exceeding targets.
- Proven success selling products/solutions outside pre-established budgets, with ability to build compelling business cases and influence purchasing decisions.
- Experience working with diverse personas (technical decision makers, business decision makers, CxO executives) and influencing decision-making at all levels.
- Dynamic communication, negotiation, and interpersonal skills.
- Self-motivated with strong drive to achieve and exceed goals.
- Ability to work independently and collaboratively in team environments.
- MEDDICC sales methodology experience highly recommended.
- Knowledge of life sciences industry (R&D, IT functions) preferred but not required.
