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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 capabilities to compress decades of R&D work into years.
As a Strategic Account Executive based in Zurich, you will drive new business within your territory by building and maintaining strong relationships with key stakeholders across multiple personas within accounts. You will be responsible for expanding the customer base and ensuring successful sales outcomes through effective pipeline generation and accurate sales forecasting.
Key responsibilities include:
- Generating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within prospect and customer accounts
- Developing and maintaining accurate sales forecasts (±10% of goal) to ensure predictable revenue outcomes and consistent attainment of revenue targets
- Communicating the value of Benchling's platform through tailored presentations and proposals that meet specific prospect needs
- Leading negotiations with potential clients, addressing key stakeholders including multiple personas and C-suite executives, while navigating organizational complexities and securing new business agreements
- Understanding unique needs across multiple personas within an account and aligning Benchling's solutions with their business objectives
- Partnering with internal teams (marketing, product, customer success) and channel partners to ensure seamless client experiences and drive long-term customer satisfaction
- Staying informed about industry trends, competitors, and emerging technologies to maintain competitive advantage
- Driving the sales process through established methodologies (Pipeline Generation, 3 Why's, Champion Building, MEDDICC, Command of the Message) and maintaining account integrity and opportunity data in Salesforce
The role is hybrid with expectations to be on-site 3 days per week (Monday, Tuesday, Thursday).
QUALIFICATIONS:
- Proven experience as an Account Executive, preferably within data management, workflow SaaS, or technology-driven environments that sell to multiple personas across 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 or solutions 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) with 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 (preferred but not required)
- Knowledge of life sciences industry, including R&D and/or IT functions (preferred but not required)
- Bachelor's degree (life sciences major preferred but not required)
