Enterprise Account Executive, Benchling
+ Equity
Cloud-based platform for biotech R&D
Open for applications
Cloud-based platform for biotech R&D
501-1000 employees
Open for applications
+ Equity
501-1000 employees
Company mission
To unlock the power of biotechnology and empower their global customers to get to milestones & market faster.
Role
Who you are
- We are seeking a motivated and results-driven Major Account Manager to join our team
- You 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 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, including: R&D, and/or IT functions is preferred but not required
- Bachelor’s degree - life sciences major is preferred but not required
What the job involves
- In this role, you will be responsible for driving new business into different lines of business within your designated 1-2 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
- 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
Our take
As the pioneer of the R&D Cloud, Benchling offers a cloud-based informatics platform tailored for biotechnology. Its platform enables scientists across the globe to make breakthrough discoveries and bring next-gen biotechnology to market.
There’s a sincerity and consciousness to Benchling’s approach that stands out. This has led to the company being adopted by over 200,000 scientists from 1,000+ companies and 7,500 academic and research institutions globally (including 23andMe, Moderna, and the U.S. Department of Defense).
The rapidly advancing Biotechnology industry was at the forefront of the so-called “fourth industrial revolution”, with the industry driving $2 to $4 trillion per year of economic impact over the next 20 years.
Benchling has put itself in a position of immense value within the industry with its expanding offerings. Off the back of over $400 million in total funding, the company is seeing accelerated growth
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Nov 2021
$100m
SERIES F
Apr 2021
$200m
SERIES E
Total funding: $411.9m
Company benefits
- 4 months paid parental leave
- 401k plan
- Pre-tax commuter benefits
- Flexible paid time off
- Work from home opportunities
- 100% premiums covered for health, dental, & vision
- Fertility healthcare and family-forming benefits
Company values
- Constant Curiosity - Like the scientists we serve, we approach life with a sense of constant curiosity
- Scientist First - We’re relentlessly focused on taking a scientist-first approach
- Impact Driven - We commit our time, energy, and resources to efforts that will drive maximum impact
Company HQ
Yerba Buena, San Francisco, CA
Articles
Leadership
Sajith Wickramasekara
(CEO)Sajith studied at MIT before spending 2 years as a Research Assistant at Duke University Medical Centre and Liquidia Technologies. They used this biotechnology understanding to found Benchling in June 2012, serving as CEO since.
Ashu Singhal
(President)They previously co-founded Hotspots.io which was later acquired by Twitter in 2012. After this, became Staff Software Engineer at Twitter for 2 years, leaving to co-found Benchling.
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