Enterprise Account Executive - Benchling : Job Details

ROLE OVERVIEWWe are seeking a motivated and results-driven Enterprise Account Executive to join our team. In this role, you will be responsible for driving new business into different lines of business within your designated1-3 of the Top 50 global accounts, focusing on building and maintaining strong relationships with key stakeholders across various personas within an account (IT, Science/R&D, Data Science). You will play a crucial role in expanding our 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 in partnership with your SDR. 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 external teams (GSIs, AWS, etc.) 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. You are a curious learner who is striving to elevate their craft to the next level.
• Process: Drive the sales process through Pipeline Generation (PG), Leading Indicators to drive repeatable success, 3 Why's/MEDDICC & ability to build champions across the user community, middle management & 'C' Suite. Maintain account integrity and opportunity data within company systems; Salesforce.QUALIFICATIONSYou are drawn to our mission and you want to help Benchling win new business across your respective accounts. You are committed to working in a collaborative environment, working together as a team. You have a love for working in a fast-paced startup/pre IPO environment and taking the initiative to get stuff done and try new things. You are passionate about powering new possibilities in biotech faster.
  • Proven experience as a global enterprise/major accounts seller, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & various Line of business.
  • Demonstrated ability to drive pipeline generation and manage complex sales cycles of 7+ figure deals.
  • 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 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, including: R&D, and/or IT functions is preferred but not required.
  • Bachelor's degree - life sciences major is preferred but not required.SALARY RANGEBenchling takes a market-based approach to pay. The candidate's starting pay will be determined based on job-related skills, experience, qualifications, interview performance, and work location. For this role the base salary range is $150k-$200k. However, because this role is eligible to participate in Benchling's commission plan, it is common for employees in this role to receive total on-target earnings of $300k-$400k.Total Compensation includes the following:
    • Competitive salary and equity
    • Broad range of medical, dental, and vision plans for employees and their dependents
    • Fertility healthcare and family-forming benefits
    • Four months of fully paid parental leave
    • 401(k) + Employer Match
    • Commuter benefits for in-office employees and a generous home office set up stipend for remote employees
    • Mental health benefits, including therapy and coaching, for employees and their dependents
    • Monthly Wellness stipend
    • Learning and development stipend
    • Generous and flexible vacation
    • Company-wide Summer & Winter holiday shutdown
    • Sabbaticals for 5-year and 10-year anniversaries #J-18808-Ljbffr