Enterprise Account Executive, Benchling
More information about location
Cloud-based platform for biotech R&D
Open for applications
Cloud-based platform for biotech R&D
501-1000 employees
Open for applications
More information about location
501-1000 employees
Company mission
To unlock the power of biotechnology.
Role
Who you are
- We are seeking a motivated and results-driven Enterprise Account Executive 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 1-3 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
- 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
Application process
- 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
Salary benchmarks
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. And now, 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
-3% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Nov 2021
$100m
SERIES F
Apr 2021
$200m
SERIES E
Total funding: $411.2m
Company benefits
- Competitive salary and equity
- Robust healthcare benefits
- Family-forming benefits
- Four months of fully paid parental leave
- Retirement benefits
Company HQ
Yerba Buena, San Francisco, CA
Leadership
Sajith Wickramasekara
(Co-Founder & 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
(Co-Founder & 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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