Partnership Development Manager

QBench•Newark, DE

About The Position

QBench is a modern, configurable LIMS platform that helps laboratories streamline operations, improve efficiency, and scale with confidence. From diagnostics to environmental testing to manufacturing QA/QC, QBench empowers labs with automation, workflow orchestration, and robust data management. As we continue expanding, we are seeking a high-performing expansion-focused executive to grow revenue inside our current customer base. Role Overview The Partnership Development Manager is a quota-carrying individual contributor responsible for generating new expansion revenue within QBench’s existing customer accounts. This includes identifying growth opportunities, developing multi-threaded relationships, and closing upsell and cross-sell deals that expand customer adoption of QBench. This is a proactive, farmer-style role within the Customer Success ecosystem—ideal for someone who thrives on identifying opportunities, engaging with customers strategically, and consistently beating growth targets. It is also a first-of-its-kind role at QBench, so the ideal candidate will participate in refining the role and optimizing for customer growth.

Requirements

3+ years of SaaS sales, expansion, or hybrid customer success/sales experience in a quota-carrying role.
Proven record of meeting or exceeding revenue targets.
Strong hunter mentality within existing accounts—comfortable driving outreach, navigating organizations, and owning the deal cycle.
Excellent communication, negotiation, and presentation skills.
High degree of organization and disciplined use of CRM tools.
Ability to understand technical workflows and communicate complex value propositions.

Nice To Haves

Experience selling into laboratories, life sciences, diagnostics, environmental testing, or regulated industries.
Familiarity with LIMS, ELN, workflow automation software, or similar systems.
Background collaborating with cross-functional teams in a fast-paced SaaS environment.

Responsibilities

Own and exceed a monthly/quarterly expansion revenue quota across an assigned set of customer accounts.
Proactively identify opportunities for additional modules, users/seats, integrations, professional services, and new site or department expansions.
Drive outbound outreach to uncover expansion needs and build a healthy pipeline.
Build strong, strategic relationships with key roles within customer organizations, including operations leads, lab directors, IT managers, and quality teams.
Conduct detailed discovery to understand customer workflows, pain points, and growth areas.
Deliver compelling value propositions, product demos, proposals, and pricing discussions.
Lead expansion deal cycles from identification through negotiation and close.
Collaborate closely with Customer Success Managers and Technical Account Managers to understand account health, adoption, and risks.
Partner with Product and Solutions teams to tailor expansion offerings to customer requirements.
Work with Implementation or Support teams to ensure smooth deployment of newly purchased services or modules.
Provide real-world customer insights to influence roadmap and product improvements.
Maintain accurate CRM data, forecasts, activity tracking, and opportunity notes.
Contribute to territory planning and install base strategy development.
Support process improvements that strengthen expansion workflows and customer lifecycle management.