Strategic Account Executive

Responsibilities

• Generate 80% of pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base.
• Develop and maintain accurate sales forecasts (+/- 10% of goal) to ensure consistent attainment of revenue targets.
• 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 needs and align Benchling’s solutions with business objectives.
• Partner with internal teams (marketing, product, customer success, etc.) and Channel partners to ensure seamless client experience and drive long-term satisfaction.
• Stay informed about industry trends, competitors, and emerging technologies.
• Drive the sales process using Pipeline Generation (PG), 3 Why’s, Champion Building, MEDDICC, Command of the Message, etc.
• Maintain account integrity and opportunity data within Salesforce.

Requirements

• Proven experience as an Account Executive, preferably in data management, workflow SaaS, or technology-driven environment selling to multiple personas across IT & R&D.
• Demonstrated ability to drive pipeline generation and manage complex sales cycles.
• Strong sales forecasting skills with a track record of meeting or exceeding targets.
• Success in selling products or solutions outside of 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 a strong drive to achieve and exceed goals.
• Ability to work independently and collaboratively.
• Familiarity with MEDDICC sales methodology (preferred).
• Knowledge of the life sciences industry, chemistry, R&D, and/or IT functions (preferred).
• Bachelor’s degree in life sciences or chemistry (preferred).

Nice-to-Haves

• Passion for the biotech mission and AI-driven R&D transformation.
• Experience in life sciences or chemistry domain.