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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 major biopharma companies like Sanofi and Moderna, as well as more than half of the world's top 50 biopharma firms.
You will lead a team of Enterprise Account Executives focused on selling Benchling's platform to the top 30 global biotechnology companies. Your responsibilities include recruiting, coaching, and developing Major Account Executives who excel at winning new logos and expanding existing accounts through value selling and executive engagement. You will drive a weekly, measurable pipeline generation motion supported by AE-sourced pipeline, events, inbound leads, and marketing initiatives.
Key responsibilities include owning forecast accuracy, deal inspection, and account planning across your team; building and maintaining executive relationships with C-level and VP-level stakeholders across multiple divisions; and coaching AEs through complex buying journeys involving procurement, legal, security review, and multi-stakeholder consensus building. You will partner across Solutions Consulting, Customer Success, Product, Marketing, and Legal to deliver outcomes for customers and the business. You'll also bring customer insights back to the company to sharpen GTM strategy, messaging, and collateral.
The role emphasizes value-based selling, executive engagement, and building a high-performing team that can navigate complex enterprise sales cycles. You'll be a key voice in how Benchling hires, coaches, and scales its enterprise sales motion.
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 communicator who can engage scientists, project leads, and executives
- Demonstrated commitment to coaching and developing sellers
PREFERRED:
- 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
