SMB Account Executive
SMB Account Executive
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$ 75000 - 105300
1 Vacancy
Job Description
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.
Benchlings mission is to unlock the power of biotechnology. The worlds most innovative biotech companies use Benchlings 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 resultsdriven 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 mediumsized 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 Csuite. 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 decisionmaking 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 Benchlings 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 longterm 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 Whys 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 fastpaced environment and taking the initiative to get stuff done and try new things. You are passionate about powering new possibilities in biotech faster.
- Bachelors degree life sciences major is preferred.
- 23 years of experience as a Sales Development Representative or 12 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 preestablished 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 decisionmaking at all the levels.
- Dynamic communication negotiation and interpersonal skills.
- Selfmotivated 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.
HOW WE WORK
Flexible Hybrid Work: We offer a flexible hybrid work arrangement that prioritizes inoffice collaboration. Employees are expected to be onsite 3 days per week.
SALARY RANGE
Benchling takes a marketbased approach to pay. The candidates starting pay will be determined based on jobrelated skills experience qualifications interview performance and work location. For this role the base salary range is $75000 to $105300. However because this role is eligible to participate in Benchlings commission plan it is common for employees in this role to receive total ontarget earnings of $150000 to $210600.
Total Compensationincludes the following:
- Competitive total rewards package
- Broad range of medical dental and vision plans for employees and their dependents
- Fertility healthcare and familyforming benefits
- Four months of fully paid parental leave
- 401(k) Employer Match
- Commuter benefits for inoffice 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
- Companywide Winter holiday shutdown
- Sabbaticals for 5year and 10year anniversaries
#LIHybrid
#BIHybrid
#LIKW2
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 dont 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 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 to verify the communication.
Required Experience:
IC
Employment Type
Full Time
