10+ years of enterprise SaaS sales experience, with 3+ years in a leadership role managing field AEs.
Proven track record of meeting quotas as both a seller and a leader.
Experience in driving a measurable pipeline generation cadence with AE-sourced leads.
Familiarity with value-based sales methodologies like MEDDICC.
Skilled in closing complex, multi-stakeholder deals through procurement and legal processes.
Experience with expansion and renewal models in existing accounts.
Strong communication skills to engage with diverse stakeholders, including scientists and executives.
Responsibilities
Recruit, coach, and develop Major Account Executives to secure new clients and expand existing accounts.
Drive a measurable pipeline generation strategy, focusing on AE-sourced opportunities.
Ensure forecast accuracy and conduct thorough deal inspections and account planning.
Cultivate executive relationships with C-level and VP-level stakeholders across various divisions.
Guide AEs through complex buying processes involving multiple stakeholders.
Collaborate with cross-functional teams to achieve customer and business outcomes.
Provide customer insights to refine go-to-market strategies and messaging.
Benefits
Remote work flexibility.
Opportunity to lead and shape a high-performing sales team.
Engagement with top-tier global biotechnology companies.
Access to a collaborative environment with cross-functional teams.
Focus on value-driven sales that impact customer success.
Full Job Description
ROLE OVERVIEW
You will lead a team of passionate Enterprise AEs, selling solutions that fundamentally change how research is done. These sellers are our team of Major Account Executives that are chartered with growing and accelerating pipeline of the Benchling platform to the top 30 global biotechnology companies. You'll own the full sales effort from qualification to close, drive both new-business pipeline and growth, and build a team that wins through value selling and executive engagement. You'll be a key voice in how we hire, coach, and scale our enterprise sales motion. You are passionate about helping customers solve business challenges and realize the most value from Benchling.
RESPONSIBILITIES
Recruit, coach, and develop Major Account Executives who can win new logos and expand existing accounts through value selling and executive engagement.
Drive a weekly, measurable pipeline generation motion, with an emphasis on AE-sourced pipeline supported by events, inbound, and marketing. .
Own forecast accuracy, deal inspection, and account planning across the team.
Build and maintain executive relationships with C-level and VP-level stakeholders across multiple divisions.
Coach AEs through complex buying journeys, including procurement, legal, security review, and multi-stakeholder consensus building.
Partner across Solutions Consulting, Customer Success, Product, Marketing, and Legal to deliver outcomes for customers and the business.
Bring customer insight back to the company to sharpen GTM strategy, messaging, and collateral.
QUALIFICATIONS
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 a 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 in a life sciences field (or equivalent experience); advanced degree a plus
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About Benchling
Benchling is a cloud-based informatics platform that accelerates life sciences R&D by streamlining workflows and centralizing data. The platform offers a suite of applications for molecular biology, including DNA design, antibody design, CRISPR analysis, and protein expression. Benchling's customers include pharmaceutical companies, biotechs, and academic institutions. The company was founded in 2012 and is headquartered in South San Francisco, California.
