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Benchling is an AI platform for biotech R&D used by over 200,000 scientists globally, including major biopharma companies like Sanofi and Moderna. The company is rebuilding biotech for the AI era by combining clean, structured scientific data with AI agents and models integrated directly into research workflows.
As a Strategic Account Executive for the Nordics region, you will drive new business growth by identifying and engaging with multiple personas within prospect and customer accounts. You will own 80% of your pipeline generation, managing complex sales cycles from initial outreach through closing. Key responsibilities include:
- Creating and maintaining accurate sales forecasts (±10% of goal) to ensure predictable revenue outcomes and consistent target attainment
- Executing solution-selling approaches tailored to specific prospect needs, with presentations and proposals customized for each buyer
- Leading negotiations with potential clients across multiple personas and C-level executives, addressing objections and navigating organizational complexities
- Managing relationships across diverse stakeholders within accounts to understand unique needs and align Benchling solutions with business objectives
- Collaborating with internal teams (marketing, product, customer success) and channel partners to ensure seamless client experiences and long-term satisfaction
- Staying current on industry trends, competitors, and emerging technologies to maintain competitive advantage
- Driving the sales process using established methodologies (Pipeline Generation, 3 Why's, Champion Building, MEDDICC, Command of the Message)
- Maintaining data integrity and opportunity tracking in Salesforce
The role requires a self-motivated, results-driven professional who thrives in fast-paced environments, takes initiative, and is passionate about accelerating biotech innovation.
REQUIREMENTS:
- Proven experience as an Account Executive, preferably in data management, workflow SaaS, or technology-driven environments selling to multiple personas (IT and line of business)
- Demonstrated ability to drive pipeline generation and manage complex sales cycles
- Strong sales forecasting skills with a track record of meeting or exceeding targets
- Proven success selling products outside pre-established budgets, with ability to build compelling business cases and influence purchasing decisions
- Experience engaging with diverse personas (technical decision makers, business decision makers, C-level executives) and influencing decision-making across all levels
- Dynamic communication, negotiation, and interpersonal skills
- Self-motivated with strong drive to achieve and exceed goals
- Ability to work independently and collaboratively
- Familiarity with MEDDICC sales methodology (preferred but not required)
- Knowledge of life sciences industry, R&D, and/or IT functions (preferred but not required)
- Bachelor's degree (life sciences major preferred but not required)
