Lead, Major Sales

This is a fully remote position, open to applicants in New York, +1 more state.

📋 Description

• Lead a team of Major Account Executives to promote Benchling’s AI platform tailored for biotech R&D.

• Expand and expedite the sales pipeline targeting the top 30 global biotechnology firms.

• Oversee the entire sales process from qualification through to closure.

• Propel the new-business pipeline and foster account growth.

• Recruit, mentor, and develop Major Account Executives.

• Implement a weekly, measurable pipeline-generation strategy focusing on AE-sourced opportunities.

• Ensure accuracy in forecasting, conduct deal inspections, and facilitate account planning.

• Cultivate and sustain relationships with C-level and VP-level executives.

• Guide AEs through procurement processes, legal reviews, security assessments, and consensus-building among multiple stakeholders.

• Collaborate with Solutions Consulting, Customer Success, Product, Marketing, and Legal teams.

• Gather customer insights to refine go-to-market strategies, messaging, and marketing materials.

⛳️ Requirements

• Over 10 years of experience in enterprise-level complex SaaS sales.

• More than 3 years of experience managing a team of field AEs focused on a select number of large, intricate global accounts.

• Proven history of consistently meeting quota targets as both a sales representative and a leader.

• Experience in managing a systematic weekly pipeline generation process and promoting self-sourced pipeline by AEs.

• Proficiency in leading value-based sales cycles utilizing MEDDICC or a similar framework.

• Experience in closing substantial multi-stakeholder deals through procurement, legal, and security reviews.

• Familiarity with expansion, renewal, or consumption-based models within an existing customer base.

• Excellent communication abilities with scientists, project leads, and executives.

• Proven dedication to coaching and developing sales professionals.

• Prior experience selling scientific or R&D software in the biopharma industry is preferred.

• A Bachelor’s degree in a life sciences discipline or equivalent experience is preferred; an advanced degree is a plus.

• U.S. work authorization status is requested in the application.

🏝️ Benefits

• Equity

• Commission plan

• Health insurance

• Dental insurance

• Vision insurance

• 401(k) with employer match

• Wellness benefits

• Commuter benefits

• AI-focused interview exercise or discussion