Strategic Account Executive

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

📋 Description

• Pipeline Generation: Generate 80% of your sales pipeline by identifying new business prospects and engaging with various personas within the customer/prospect base. Employ diverse strategies and tools to create leads and advance them through the sales cycle.

• Sales Forecasting: Create and maintain precise sales forecasts (+/- 10% of goal), utilizing data to guide decision-making and ensure predictable revenue outcomes, aiming for consistent achievement of revenue objectives.

• Solution Selling: Clearly articulate the value of our platform, customizing presentations and proposals to address the specific requirements of each prospect.

• Negotiation and Closing: Spearhead negotiations with prospective clients, skillfully addressing key stakeholders including various personas and CxOs during the buyer's journey, while navigating organizational complexities, overcoming objections, and finalizing new business agreements.

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

• Collaboration: Work alongside internal teams (marketing, product, customer success, etc.) and channels to ensure a smooth experience for clients and promote long-term customer satisfaction.

• Continuous Learning: Keep abreast of industry trends, competitors, and emerging technologies to sustain a competitive advantage in the market.

• Process: Lead the sales process through Pipeline Generation (PG), 3 Why’s, Champion Building, MEDDICC, Command of the Message, etc. Ensure account integrity and maintain opportunity data within company systems such as Salesforce.

⛳️ Requirements

• Proven experience as an Account Executive, ideally in a data management, workflow SaaS, or technology-driven environment that engages with multiple personas across IT & R&D.

• Demonstrated capability to drive pipeline generation and manage intricate sales cycles.

• Strong sales forecasting abilities with a history of meeting or surpassing targets.

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

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

• Excellent communication, negotiation, and interpersonal skills.

• Self-driven, with a robust motivation to achieve and exceed goals.

• Ability to work autonomously as well as collaboratively within a team environment.

• Familiarity with MEDDICC sales methodology is advantageous but not mandatory.

• Knowledge of the life sciences sector, particularly in chemistry including R&D and/or IT functions is preferred.

• Bachelor’s degree, preferably in life sciences or chemistry.

🏝️ Benefits

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