Enterprise Account Executive

This is a fully remote position, open to applicants in California.

📋 Description

• Generate 80% of your sales pipeline by discovering new business opportunities and engaging with various personas within the prospect/customer base in collaboration with your SDR.

• Create and uphold precise sales forecasts (+/- 10 of goal), utilizing data to guide decision-making and ensure predictable revenue outcomes, aiming for consistent achievement of revenue targets.

• Clearly articulate the value of our platform, customizing presentations and proposals to cater to the specific needs of each prospect.

• Lead negotiations with prospective clients by thoughtfully addressing key stakeholders, including various personas and CxO members in the buyer journey, while navigating organizational complexities, handling objections, and finalizing new business agreements.

• Collaborate with multiple personas within an account to understand their distinct needs and align Benchling’s solutions with their business goals.

• Partner with internal teams (marketing, product, customer success, etc.) and external teams (GSIs, AWS, etc.) to deliver a seamless experience for clients and promote long-term customer satisfaction.

• Stay updated on industry trends, competitors, and emerging technologies to maintain a competitive advantage in the market. You are a curious learner dedicated to enhancing your skills.

• Drive the sales process through Pipeline Generation (PG), Leading Indicators for repeatable success, 3 Why’s/MEDDICC, and the ability to cultivate champions across the user community, middle management, and the ‘C’ Suite. Maintain account integrity and opportunity data in company systems, including Salesforce.

⛳️ Requirements

• Proven track record as a global enterprise/major accounts seller, ideally in a data management, workflow SaaS, or technology-focused environment that caters to multiple personas across IT and various lines of business.

• Demonstrated ability to drive pipeline generation and manage complex sales cycles involving 7+ figure deals.

• Strong sales forecasting capabilities backed by a history of meeting or surpassing targets.

• Proven success in selling products or solutions that typically exceed pre-established budgets, with a demonstrated ability to build a compelling business case and influence purchasing decisions.

• Experience engaging with diverse personas within an account (from technical decision-makers to business decision-makers and CxO executives), with the capacity to influence decisions at all levels.

• Excellent communication, negotiation, and interpersonal skills.

• Self-driven, with a strong determination to achieve and exceed goals.

• Ability to work independently as well as collaboratively within a team setting.

• Familiarity with the MEDDICC sales methodology is highly recommended.

• Knowledge of the life sciences industry, including R&D or IT functions, is preferred but not required.

🏝️ Benefits

• Full-time U.S. employees benefit from a comprehensive program that includes equity, health, dental, vision, 401(k) with employer match, wellness programs, commuter benefits, and more.