Hybrid Account Executive

at Benchling

• Job title: Account Executive
• Job type: Full Time
• Experience level: Junior, Mid level
• Salary: $75,000 - $105,300 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Boston, United States

About the role

• SMB Account Executive responsible for business growth at Benchling with a focus on developing relationships in biotech. Engaging stakeholders to generate leads and manage sales pipelines in the life sciences field.

Responsibilities

• Pipeline Generation: Enthusiastically creating and driving your own pipeline by identifying new business opportunities and engaging multiple personas from scientists to C-suite. 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, by thoughtfully 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; Salesforce.

Requirements

• Bachelor’s degree - life sciences major is preferred.
• 1-3 years of experience as a Sales Development Representative or 1-2 years of experience as an Account Executive is preferred. Experience demoing software is a plus.
• Knowledge of the life sciences industry, including: R&D, and/or IT functions is preferred.
• Demonstrated ability to drive pipeline generation and manage complex sales cycles.
• Strong forecasting skills with a track record of meeting or exceeding targets.
• Demonstrated success in representing 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 the 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 MEDDIC sales methodology is a plus but not required.

Benefits

• Full-time U.S. employees enjoy a comprehensive benefits program including equity, health, dental, vision, 401(k)+ employer match, wellness, commuter, and more.