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Benchling is an AI platform for biotech R&D that enables scientists to design experiments, capture structured data, and run AI agents and models directly in their workflows. Over 200,000 scientists globally use Benchling, including customers at Sanofi, Moderna, and more than half of the world's top 50 biopharma companies.
You will lead a team of Enterprise Account Executives focused on selling Benchling's platform to the top 30 global biotechnology companies. This is a full-cycle sales leadership role where you own new-business pipeline generation, account growth, and team development. You'll be a key voice in hiring, coaching, and scaling the enterprise sales motion.
Key responsibilities include:
- Recruiting, coaching, and developing Major Account Executives who win new logos and expand existing accounts through value selling and executive engagement
- Driving weekly, measurable pipeline generation with emphasis on AE-sourced pipeline, supported by events, inbound, and marketing
- Owning forecast accuracy, deal inspection, and account planning across the team
- Building and maintaining executive relationships with C-level and VP-level stakeholders across multiple divisions
- Coaching AEs through complex buying journeys including procurement, legal, security review, and multi-stakeholder consensus building
- Partnering across Solutions Consulting, Customer Success, Product, Marketing, and Legal to deliver customer and business outcomes
- Bringing customer insights back to sharpen GTM strategy, messaging, and collateral
Requirements:
- 10+ years of enterprise complex SaaS sales experience, including 3+ years managing a team of field AEs focused on a small number of large, complex global accounts (1-5 each)
- Track record of consistent quota attainment as both a seller and a leader
- Proven experience running a measured weekly pipeline generation cadence and driving AE self-sourced pipeline
- Experience leading value-based sales cycles using MEDDICC or comparable framework
- Experience closing large, multi-stakeholder deals through procurement, legal, and security review
- Experience with expansion, renewal, or consumption-based models in an installed base
- Strong communication skills to engage scientists, project leads, and executives
- Demonstrated commitment to coaching and developing sellers
Preferred qualifications:
- Experience selling scientific or R&D software (LIMS, ELN, informatics, data platforms) into biopharma
- Bachelor's degree in a life sciences field (or equivalent experience); advanced degree a plus
