Enterprise Account Executive
Enterprise Account Executive responsible for driving new business within 1-3 Top 50 global biopharma accounts. Focus on pipeline generation (80% self-sourced), complex 7-figure sales cycles across multiple personas (IT, R&D, Data Science, CxO), accurate forecasting, and using MEDDICC methodology.
About the job
Responsibilities
- Create 80% of pipeline by identifying new business opportunities and engaging with multiple personas (IT, Science/R&D, Data Science) within prospect/customer base in partnership with SDR.
- Develop and maintain accurate sales forecasts (±10% of goal) to ensure consistent attainment of revenue targets.
- Effectively communicate the value of the Benchling platform through tailored presentations and proposals.
- Lead negotiations with potential clients, addressing key stakeholders including multiple personas and CxO, navigating organizational complexities, addressing objections, and securing new business agreements.
- Work across multiple personas within an account to understand unique needs and align Benchling’s solutions with business objectives.
- Partner with internal teams (marketing, product, customer success) and external teams (GSIs, AWS) to ensure seamless client experience and drive long-term customer satisfaction.
- Stay informed about industry trends, competitors, and emerging technologies.
- Drive the sales process using Pipeline Generation, Leading Indicators, 3 Why’s/MEDDICC, and building champions across user community, middle management, and C-Suite.
- Maintain account integrity and opportunity data within Salesforce.
Qualifications
- Proven experience as a global enterprise/major accounts seller, preferably within data management, workflow SaaS, or technology-driven environment selling to multiple personas across IT and various lines 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 ability to build compelling business case and influence purchasing decisions.
- Experience working with diverse personas (technical decision makers, business decision makers, and CxO execs) and influencing decision-making at all levels.
- Dynamic communication, negotiation, and interpersonal skills.
- Self-motivated with strong drive to achieve and exceed goals.
- Ability to work independently and collaboratively in a team environment.
- Ability to leverage the MEDDICC sales methodology is highly recommended.
- Knowledge of the life sciences industry, including R&D and/or IT functions, is preferred but not required.
Skills
Sales Forecasting, MEDDICC, Salesforce, SaaS Sales, Enterprise Sales, Pipeline Generation, Solution Selling, Negotiation, Stakeholder Management
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