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Strategic Account Executive
BenchlingR&D Platform company
Remote
Fidelity Investments
Sequoia Capital
Altimeter Capital
Tiger Global Management
Benchmark
Lone Pine Capital
About the role
- •We are rebuilding biotech for the AI era.
- •When a breakthrough is delayed, the world waits.
- •Getting a molecule from discovery to patients, or a crop from lab to field, involves thousands of slow, manual, disconnected steps.
- •AI has the potential to change this, compressing decades of R&D work into years.
- •But that only happens when clean, structured scientific data and AI are built into how science gets done.
- •Benchling is the AI platform for biotech R&D.
- •Scientists use Benchling to design experiments, capture structured data, and run AI agents and models directly in their workflows.
- •Over 200,000 scientists around the world trust Benchling to power their most important work, from academic labs to Sanofi, Moderna, and more than half of the world's top 50 biopharma.
- •We’re building an AI scientist for our customers.
- •We can’t do that if we haven’t built the muscle ourselves.
- •AI fluency is the foundation we build on; it's core to how we work, and we're committed to helping every new hire integrate it into their day-to-day.
- •As part of our interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about and use AI to drive impact in your role.
- •Feel free to reference any tools, platforms, or workflows you use today.
- •ROLE OVERVIEW We are seeking a motivated and results-driven Strategic Account Executive to join our team.
- •In this role, you will be responsible for driving new business within the Western territory, focusing on building and maintaining strong relationships with key stakeholders across various personas within an account.
- •You will play a crucial role in expanding our chemistry customer base and ensuring successful sales outcomes through effective pipeline generation and accurate sales forecasting.
- •RESPONSIBILITIES Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base.
- •Utilize various strategies and tools to generate leads and move them through the sales cycle.
- •Sales Forecasting: Develop and maintain accurate sales forecasts (+/
- •10 of goal), leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets.
- •Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect.
- •Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements.
- •Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives.
- •Collaboration: Partner with internal teams (marketing, product, customer success, etc) and Channel to ensure a seamless experience for clients and drive long-term customer satisfaction.
- •Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market.
- •Process: Drive the sales process through Pipeline Generation (PG), 3 Why’s, Champion Building, MEDDICC, Command of the Message, etc.
- •Maintain account integrity and opportunity data within company systems; Salesforce.
- •QUALIFICATIONS You are drawn to our mission and you want to help Benchling win new business.
- •You are committed to working in a collaborative environment, working together as a team.
- •You have a love for working in a fast-paced environment and taking the initiative to get stuff done and try new things.
- •You are passionate about powering new possibilities in life sciences and chemistry R&D, faster.
- •Proven experience as an Account Executive, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & R&D.
- •Demonstrated ability to drive pipeline generation and manage complex sales cycles.
- •Strong sales forecasting skills with a track record of meeting or exceeding targets.
- •Demonstrated success in selling products or solutions that typically fall outside of pre-established budgets, with a proven ability to build a compelling business case and influence purchasing decisions.
- •Experience working with diverse personas within an account (from technical decision makers, business decision makers & CxO execs), with the ability to influence decision-making at all the levels.
- •Dynamic communication, negotiation, and interpersonal skills.
- •Self-motivated, with a strong drive to achieve and exceed goals.
- •Ability to work independently as well as collaboratively in a team environment.
- •Familiarity with MEDDICC sales methodology is a plus but not required.
- •Knowledge of the life sciences industry, chemistry including: R&D, and/or IT functions is preferred.
- •Bachelor’s degree
- •life sciences or chemistry major is preferred. #LI-Remote #BI-Remote #LI-KW1 Benchling welcomes everyone.
- •We believe diversity enriches our team so we hire people with a wide range of identities, backgrounds, and experiences.
- •We are an equal opportunity employer.
- •That means we don’t discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
- •We also consider for employment qualified applicants with arrest and conviction records, consistent with applicable federal, state and local law, including but not limited to the San Francisco Fair Chance Ordinance.