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Benchling is an AI platform for biotech R&D used by over 200,000 scientists globally, including major pharma companies like Sanofi and Moderna. The company is rebuilding biotech for the AI era by combining structured scientific data with AI agents and models directly into research workflows.
You will join as GTM Strategy & Operations Lead, reporting to the Head of RevOps and partnering closely with sales leadership. This role owns the operational heartbeat of the go-to-market organization, with a dual focus: driving high-impact global initiatives while providing in-region operational and analytical leadership for EMEA.
Key responsibilities include:
- Leading Sales Operations for the EMEA region, owning annual planning and day-to-day operating cadence
- Building sales capacity, coverage, and quota models that align hiring with revenue targets
- Sizing and segmenting addressable market to inform territory design, whitespace analysis, and account prioritization
- Driving sales forecasting methodology to deliver defensible quarterly views and improve accuracy
- Owning weekly pipeline reviews, forecast calls, and quarterly business reviews using data-driven insights
- Driving the analytical rhythm of the business through performance reporting and insight generation
- Proactively improving operational efficiency and team productivity through process, tool, and reporting enhancements
- Shaping the GTM AI roadmap by defining high-impact use cases, building or buying solutions, and ensuring adoption
- Partnering cross-functionally with Marketing, Strategic Finance, Sales Enablement, Deal Desk, Business Intelligence, and Technology & Systems
- Driving high-priority cross-functional initiatives from ideation through execution
This is a highly cross-functional role that thrives on ambiguity and requires ownership of the full operating rhythm end-to-end. You'll have a direct hand in how Benchling scales its go-to-market motion and will be expected to integrate AI fluency into your day-to-day work.
QUALIFICATIONS:
- 8+ years in Sales Strategy & Operations, Revenue Operations, or related analytical/GTM roles
- Builder mentality with a track record of repeatable and scalable systems and processes
- Self-starter who thrives in ambiguity and brings structured thinking to solve problems and drive results
- Advanced analytical skills with judgment to turn data into clear recommendations
- Experience partnering cross-functionally with Finance, Marketing, Enablement, and Product teams on shared initiatives
- Excitement about applying AI/automation to GTM workflows with bias toward pragmatic, high-impact use cases
- Excellent written and verbal communication skills, able to flex between detailed analysis and executive-level narrative
