SMB Account Executive
Benchling
Biotechnology is rewriting life as we know it, from the medicines we take, to the crops we grow, the materials we wear, and the household goods that we rely on every day. But moving at the new speed of science requires better technology.
Benchling’s mission is to unlock the power of biotechnology. The world’s most innovative biotech companies use Benchling’s R&D Cloud to power the development of breakthrough products and accelerate time to milestone and market.
Come help us bring modern software to modern science.
ROLE OVERVIEW
We are seeking a motivated and results-driven SMB Account Executive to join our team. In this role, you will be responsible for driving new business within your territory, focusing on building and maintaining strong relationships with key stakeholders across various personas within small and medium-sized accounts. You will play a crucial role in expanding our customer base and ensuring successful sales outcomes through effective pipeline generation and accurate sales forecasting.
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 Engagement: 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, MEDDIC, Command of the Message, etc. Maintain account integrity and opportunity data within company systems; Salesforce.
QUALIFICATIONS
You are drawn to our mission and you want to help Benchling win new business. You are committed to working in a collaborative environment, working together as a team. You have a love for working in a fast-paced environment and taking the initiative to get stuff done and try new things. You are passionate about powering new possibilities in biotech faster.
- Bachelor’s degree - life sciences major is preferred.
- 2-3 years of experience as a Sales Development Representative or 1-2 years of experience as an Account Executive. Experience demoing software 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 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 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.
SALARY RANGE
Benchling takes a market-based approach to pay. The candidate's starting pay will be determined based on job-related skills, experience, qualifications, interview performance, and work location. For this role the base salary range is $75,000 - $105,300. However, because this role is eligible to participate in Benchling's commission plan, it is common for employees in this role to receive total on-target earnings of $150,000 - $210,600.
Total Compensation includes the following:
- Competitive salary and equity
- Broad range of medical, dental, and vision plans for employees and their dependents
- Fertility healthcare and family-forming benefits
- Four months of fully paid parental leave
- 401(k) + Employer Match
- Commuter benefits for in-office employees and a generous home office set up stipend for remote employees
- Mental health benefits, including therapy and coaching, for employees and their dependents
- Monthly Wellness stipend
- Learning and development stipend
- Generous and flexible vacation
- Company-wide Summer & Winter holiday shutdown
- Sabbaticals for 5-year and 10-year anniversaries
#LI-Hybrid
#BI-Hybrid
#KW-1
Benchling welcomes everyone.
We believe diversity enriches our team so we hire people with a wide range of identities, backgrounds, and experiences.
We are an equal opportunity employer. That means we don’t discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We also consider for employment qualified applicants with arrest and conviction records, consistent with applicable federal, state and local law, including but not limited to the San Francisco Fair Chance Ordinance.
Please be aware that Benchling will never request personal information, payment, or sensitive details outside of Greenhouse or via email. All official communications will come from an @benchling.com email address or from an approved vendor alias. If you are contacted by someone claiming to represent Benchling and are unsure of their legitimacy, please reach out to us at recruiting-fraud-alert@benchling.com to verify the communication.
