Strategic Account Executive

Responsibilities

• Pipeline Generation: Create 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base. 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, 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 Channel 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.
• Process: Drive the sales process through Pipeline Generation (PG), 3 Why’s, Champion Building, MEDDICC, Command of the Message, etc. Maintain account integrity and opportunity data within company systems, including Salesforce.

Qualifications

• Proven experience as an Account Executive, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & Line of business.
• Demonstrated ability to drive pipeline generation and manage complex sales cycles.
• 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.

Education

• Bachelor’s degree - life sciences major is preferred but not required.

Compensation & Benefits

• Competitive base salary plus variable compensation.
• Flexible hybrid work arrangement with on-site requirements 3 days per week (Monday, Tuesday, and Thursday).