Enterprise Account Executive

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.
• Communicate value of the platform through tailored presentations and proposals.
• Lead negotiations with key stakeholders including multiple personas and CxO, address objections, and secure new business agreements.
• Work across multiple personas within an account to understand 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.
• Stay informed about industry trends, competitors, and emerging technologies.
• Drive sales process using Pipeline Generation, Leading Indicators, 3 Why’s/MEDDICC, and build champions across user community, middle management, and C-Suite.
• Maintain account integrity and opportunity data in Salesforce.

Requirements

• Proven experience as a global enterprise/major accounts seller, preferably in 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 track record of meeting or exceeding targets.
• Demonstrated success selling products/solutions outside pre-established budgets, building compelling business cases, and influencing purchasing decisions.
• Experience working with diverse personas (technical decision makers, business decision makers, 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.
• Ability to leverage MEDDICC sales methodology (highly recommended).
• Drawn to mission of powering biotech R&D; committed to collaborative, fast-paced startup/pre-IPO environment.

Nice-to-Haves

• Knowledge of the life sciences industry, including R&D and/or IT functions.