Leader, Majors Sales

Benchling • New York, NY

1d • $182,000 - $247,000 • Remote

About The Position

Benchling is rebuilding biotech for the AI era with a platform that helps scientists design experiments, capture structured data, and use AI agents and models in their workflows. The company serves more than 200,000 scientists and organizations including Sanofi, Moderna, and over half of the world’s top 50 biopharma companies. Benchling expects new hires to demonstrate AI fluency through a brief AI-focused exercise or discussion during the interview process.

The Leader, Majors Sales will lead a team of Major Account Executives responsible for growing and accelerating pipeline for the Benchling platform among the top 30 global biotechnology companies. This leader owns the sales effort from qualification through close, including new-business pipeline and account growth. The role builds a team that succeeds through value selling and executive engagement, and contributes to hiring, coaching, and scaling the enterprise sales motion. The role partners across customer-facing and internal teams to help customers solve business challenges and realize value from Benchling.

Requirements

• 10+ years of enterprise complex SaaS sales experience.
• At least 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 through 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; advanced degree is a plus.

Responsibilities

• Recruit, coach, and develop Major Account Executives to win new logos and expand existing accounts through value selling and executive engagement.
• Drive a measurable weekly pipeline-generation motion, emphasizing AE-sourced pipeline 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 customer and business outcomes.
• Bring customer insights back to the company to improve GTM strategy, messaging, and collateral.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed