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Benchling is an AI platform for biotech R&D, trusted 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 clean, structured scientific data with AI capabilities embedded directly into research workflows.
You will join as a Strategic Account Executive focused on the Nordics region, responsible for driving new business growth and expanding Benchling's customer base. This is a full-cycle sales role where you will own the entire sales process from pipeline generation through closing.
Key responsibilities include:
• Pipeline Generation: Create 80% of your pipeline by identifying new business opportunities and engaging with multiple personas (technical decision makers, business stakeholders, C-suite executives) within prospect and customer accounts. Use various strategies and tools to move opportunities through the sales cycle.
• Sales Forecasting: Develop and maintain accurate sales forecasts (within ±10% of goal), leveraging data to inform decision-making and ensure predictable revenue outcomes with consistent attainment of targets.
• Solution Selling: Communicate the value of Benchling's platform by tailoring presentations and proposals to meet specific prospect needs, addressing how the solution solves their R&D challenges.
• Negotiation and Closing: Lead negotiations with potential clients, thoughtfully address multiple stakeholders and C-level executives, navigate organizational complexities, overcome objections, and secure new business agreements.
• Account Management: Work across multiple personas within accounts to understand unique needs and align Benchling's solutions with business objectives.
• Collaboration: Partner with internal teams (marketing, product, customer success) and channel partners to ensure seamless client experiences and drive long-term satisfaction.
• Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain competitive advantage.
• Process Discipline: Drive the sales process using Pipeline Generation, 3 Why's, Champion Building, MEDDICC, and Command of the Message frameworks. Maintain account integrity and opportunity data in Salesforce.
You will be working in a fast-paced, collaborative environment with a team committed to accelerating biotech R&D through AI. The role requires initiative, self-motivation, and a passion for the biotech mission.
Qualifications:
• Proven experience as an Account Executive, preferably in data management, workflow SaaS, or technology-driven environments that sell to multiple personas across IT and line-of-business functions.
• Demonstrated ability to drive pipeline generation and manage complex, multi-stakeholder sales cycles.
• Strong sales forecasting skills with a track record of meeting or exceeding targets.
• Proven success selling products or solutions that fall outside pre-established budgets, with ability to build compelling business cases and influence purchasing decisions.
• Experience working with diverse personas within accounts (technical decision makers, business decision makers, C-suite executives) and ability to influence decision-making at all levels.
• Dynamic communication, negotiation, and interpersonal skills.
• Self-motivated with strong drive to achieve and exceed goals.
• Ability to work independently and collaboratively in a team environment.
• Familiarity with MEDDICC sales methodology is a plus but not required.
• Knowledge of life sciences industry, including R&D and/or IT functions, is preferred but not required.
• Bachelor's degree (life sciences major preferred but not required).
