Leader, Majors Sales
About The Position
Benchling is hiring a leader to manage Major Account Executives selling its AI platform for biotech research and development. The team is responsible for growing and accelerating platform pipeline at the top 30 global biotechnology companies. The role owns the sales effort from qualification through close, covering both new business and account growth. The leader will build a team that sells through customer value and executive engagement, and will help shape hiring, coaching, and the enterprise sales motion. The position also involves helping customers address business challenges and realize value from Benchling.
Requirements
- 10+ years of enterprise complex SaaS sales experience, including 3+ years managing a team of field AEs focused on a small number of large, complex global accounts (1–5 each).
- Track record of consistent quota attainment as both a seller and a leader.
- Experience running a measured weekly pipeline-generation cadence and driving AE self-sourced pipeline.
- Experience leading value-based sales cycles using MEDDICC or a comparable framework.
- Experience closing large, multi-stakeholder deals involving procurement, legal, and security review.
- Experience with expansion, renewal, or consumption-based models in an installed base.
- Strong communication skills and ability to engage scientists, project leads, and executives.
- Demonstrated commitment to coaching and developing sellers.
Nice To Haves
- Experience selling scientific or R&D software (LIMS, ELN, informatics, or data platforms) into biopharma.
- Bachelor’s degree in a life sciences field or equivalent experience; an advanced degree is a plus.
Responsibilities
- Recruit, coach, and develop Major Account Executives to win new customers and expand existing accounts through value selling and executive engagement.
- Drive a measurable weekly pipeline-generation motion, emphasizing AE-sourced pipeline and supported by events, inbound, and marketing.
- Own forecast accuracy, deal inspection, and account planning across the team.
- Build and maintain executive relationships with C-level and VP-level stakeholders across multiple divisions.
- Coach AEs through complex buying journeys, including procurement, legal, security review, and multi-stakeholder consensus building.
- Partner with Solutions Consulting, Customer Success, Product, Marketing, and Legal to deliver outcomes for customers and the business.
- Bring customer insights back to the company to strengthen go-to-market strategy, messaging, and collateral.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
