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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 directly in scientists' workflows.
As an Enterprise Account Executive, you will drive new and renewal business within 1–3 of the Top 50 global pharmaceutical accounts. You will build and maintain strong relationships with key stakeholders across multiple personas (IT, Science/R&D, Data Science) and play a crucial role in expanding the customer base and ensuring successful sales outcomes.
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 meet specific prospect needs.
- Lead negotiations with potential clients, addressing key stakeholders including multiple personas and C-suite executives while navigating organizational complexities and securing new business agreements.
- Manage accounts across multiple personas to understand unique needs and align Benchling's solutions with business objectives.
- Partner with internal teams (marketing, product, customer success) and external teams (GSIs, AWS) to ensure seamless client experiences and drive long-term satisfaction.
- Stay informed about industry trends, competitors, and emerging technologies to maintain competitive advantage.
- Drive the sales process through Pipeline Generation, Leading Indicators, 3 Whys/MEDDICC methodology, and champion building across user community, middle management, and C-suite.
- Maintain account integrity and opportunity data in 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 within accounts (technical decision makers, business decision makers, C-suite executives) with ability to influence 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 a team environment.
- MEDDICC sales methodology experience highly recommended.
- Knowledge of life sciences industry (R&D and/or IT functions) preferred but not required.
