ROLE OVERVIEWYou 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.
HOW WE WORKWe offer a flexible hybrid work arrangement that prioritizes in-office collaboration. Employees are expected to be on-site 3 days per week (Monday, Tuesday, and Thursday).
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