Enterprise Account Executive

Benchling•Indianapolis, IN

1d•$140,000 - $200,000

About The Position

Benchling is seeking a motivated, results-driven Enterprise Account Executive to drive new business across 1–3 designated global accounts among the Top 50. The role focuses on building and maintaining relationships with stakeholders across functions and personas, including IT, Science/R&D, and Data Science. The Enterprise Account Executive will generate pipeline, manage complex sales cycles, forecast accurately, communicate the value of Benchling’s platform, and close new business. The role involves collaborating with internal teams and external partners to deliver a strong client experience and support long-term customer satisfaction. Benchling is an AI platform for biotech R&D, used by more than 200,000 scientists worldwide. The company emphasizes AI fluency in its work and includes a brief AI-focused exercise or discussion in the interview process. The position is suited to a collaborative, self-motivated seller who is comfortable in a fast-paced startup/pre-IPO environment and is committed to helping advance biotech. Benchling welcomes people with a wide range of identities, backgrounds, and experiences and is an equal opportunity employer.

Requirements

Proven experience as a global enterprise or major accounts seller, preferably in data management, workflow SaaS, or a technology-driven environment selling to multiple personas across IT and lines of business.
Demonstrated ability to generate pipeline and manage complex sales cycles involving seven-figure-plus deals.
Strong sales forecasting skills and a track record of meeting or exceeding targets.
Demonstrated success selling products or solutions that typically fall outside pre-established budgets, including building compelling business cases and influencing purchasing decisions.
Experience engaging diverse account personas, including technical and business decision-makers and C-suite executives, and influencing decisions at all levels.
Strong communication, negotiation, and interpersonal skills.
Self-motivated, with a strong drive to achieve and exceed goals.
Ability to work independently and collaboratively in a team environment.
Commitment to Benchling’s mission and to collaborative work; comfort taking initiative and trying new things in a fast-paced startup/pre-IPO environment.
AI-focused exercise or discussion as part of the interview process.

Nice To Haves

Ability to leverage the MEDDICC sales methodology is highly recommended.
Knowledge of the life sciences industry, including R&D and/or IT functions, is preferred but not required.

Responsibilities

Generate 80% of pipeline by identifying new business opportunities and engaging multiple personas in prospect and customer accounts, in partnership with an SDR.
Use strategies and tools to generate leads and move them through the sales cycle.
Develop and maintain accurate sales forecasts, with a stated target of +/- 10 of goal, using data to support predictable revenue outcomes and consistent attainment of revenue targets.
Communicate the value of Benchling’s platform and tailor presentations and proposals to prospect needs.
Lead negotiations, address objections, engage stakeholders across multiple personas including C-suite executives, navigate organizational complexity, and secure new business agreements.
Work across multiple personas within an account to understand their needs and align Benchling’s solutions with business objectives.
Partner with internal teams such as marketing, product, and customer success, and external teams such as GSIs and AWS, to provide a seamless client experience and support long-term satisfaction.
Stay informed about industry trends, competitors, and emerging technologies, and continue developing sales skills.
Drive the sales process using pipeline generation, leading indicators, the 3 Why’s/MEDDICC, and champion-building across user communities, middle management, and the C-suite.
Maintain account integrity and opportunity data in company systems, including Salesforce.