# Strategic Account Executive

**Company:** [Benchling](https://hotfix.jobs/companies/benchling)
**Location:** Boston, MA
**Role:** Account Executive
**Salary:** $100k – $170k/yr
**Skills:** MEDDICC, Salesforce, Pipeline Generation, Sales Forecasting, Solution Selling, Account Management, Negotiation, SaaS Sales, Life Sciences, Stakeholder Management
**Posted:** 2026-05-20

> Drive new business and manage complex sales cycles for Benchling’s AI-powered biotech R&D platform in the East territory. Build relationships across technical, business, and CxO stakeholders while generating pipeline and accurately forecasting revenue.

## Job Description

## 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).

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