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Benchling is an AI platform for biotech R&D, trusted by over 200,000 scientists globally including major biopharma companies like Sanofi and Moderna. The company is rebuilding biotech for the AI era by embedding clean, structured scientific data and AI agents directly into research workflows.
You will lead the EMEA Enterprise Solution Consulting R&D organization, owning technical strategy, solution architecture, and competitive positioning across the region. This is a hands-on leadership role managing a team of Solution Consultants while directly driving revenue through enterprise accounts.
Key responsibilities include:
- Setting and enforcing technical sales process standards (pipeline generation, champion building, MEDDICC, Proof of Value execution) across all customer segments
- Auditing engagement quality for Enterprise deals to ensure customer needs are met and technical wins are secured
- Directly managing Solution Consultant individual contributors, developing their sales acumen, presentation skills, product knowledge, and relationship-building capabilities
- Applying deal strategy expertise to guide Proof of Value planning and complex solutioning
- Monitoring deal activity across the organization and reallocating resources to ensure successful customer engagements
- Building and maintaining champion relationships with Executive Buyers and key stakeholders in large, complex Enterprise accounts
- Recruiting, retaining, and developing a high-performance team through rigorous hiring, career development, and goal-setting
- Owning cultural engagement across the Enterprise SC-RD organization
You should have 2+ years managing presales/solution consulting teams in SaaS, with a proven track record selling to large global accounts and leading high-velocity sales cycles. Deep knowledge of biotech R&D processes, scientific software solutions, and comfort interfacing with VP and C-level scientific leaders is essential. A background in life sciences (Biology, Molecular Biology, Genetics, Biotechnology, or similar) is preferred. Familiarity with MEDDIC sales methodology is a plus. You'll travel to customer sites 25-30% of the time.
