GTM Strategy & Operations

Benchling, Inc.; San Francisco (CA); Hybrid; USD 159,000 - 214,000; Full time

Job summary

Benchling is building an AI-enabled biotech platform and seeks a Sales Strategy & Operations lead to anchor the AMER sales organization. You will own the operating cadence from annual planning to forecasting, driving data-driven decisions and cross-functional collaboration with Marketing, Finance, Enablement, and BI to scale our go-to-market motion.

You will shape the AI roadmap for GTM, design territory strategies, and build capacity models while partnering with Sales leadership to optimize

Qualifications

• 8+ years in Sales Strategy & Operations, Revenue Operations, or related analytical/GTM roles.
• Builder mentality with scalable systems and processes.
• Self-starter who thrives in ambiguity and structured thinking.
• Advanced analytical skills to turn data into clear recommendations.
• Experience partnering cross-functionally with Finance, Marketing, Enablement, and Product.
• Excited by applying AI/automation to GTM workflows with pragmatic use cases.
• Excellent written and verbal communicator.

Responsibilities

• Report directly to the Head of RevOps and partner with sales leadership on planning and execution.
• Lead Sales Operations for the AMER region and manage the operating cadence.
• Build capacity, coverage, and quota models aligned to revenue targets.
• Size and segment the addressable market to inform territory design and prioritization.
• Drive sales forecasting methodology and deliver a defensible quarterly view.
• Own weekly pipeline reviews, forecast calls, and quarterly business reviews.
• Drive performance reporting and data-driven insights for recommendations.
• Improve processes, tools, and reporting to boost efficiency.
• Shape the GTM AI roadmap and ensure adoption of new capabilities.
• Partner with Marketing, Strategic Finance, Sales Enablement, Deal Desk, BI, and others.
• Drive multiple cross-functional initiatives from ideation to execution.

Skills

Sales Strategy

Operations

Forecasting

Data analysis

Cross-functional collaboration

AI/automation interest

Executive communication

Job description

We are rebuilding biotech for the AI era. When a breakthrough is delayed, the world waits. Getting a molecule from discovery to patients, or a crop from lab to field, involves thousands of slow, manual, disconnected steps. AI has the potential to change this, compressing decades of R&D work into years. But that only happens when clean, structured scientific data and AI are built into how science gets done.

Benchling is the AI platform for biotech R&D. Scientists use Benchling to design experiments, capture structured data, and run AI agents and models directly in their workflows. Over 200,000 scientists around the world trust Benchling to power their most important work, from academic labs to Sanofi, Moderna, and more than half of the world's top 50 biopharma.

We're building an AI scientist for our customers. We can't do that if we haven't built the muscle ourselves. AI fluency is the foundation we build on; it's core to how we work, and we're committed to helping every new hire integrate it into their day-to-day. As part of our interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today.

Role Overview

Benchling is looking for a Sales Strategy & Operations lead to be the analytical and operational backbone of our AMER sales organization. Reporting to the Head of RevOps and partnering directly with sales leadership, you'll own the operating cadence that keeps the business running — from annual planning and capacity modeling to forecasting, pipeline health, and quarterly business reviews. You'll also shape how AI gets applied across the GTM org, identifying high-impact use cases and driving adoption. This is a highly cross‑functional role: you'll work closely with Marketing, Strategic Finance, Sales Enablement, Deal Desk, and Business Intelligence to turn data into decisions. We're looking for someone who thrives on ambiguity, is comfortable owning a full operating rhythm end to end, and wants to have a direct hand in how Benchling scales its go‑to‑market motion.

Responsibilities

• Report directly to the Head of RevOps and partner closely with sales leadership on planning, prioritization, and execution
• Lead Sales Operations for the AMER region, from owning annual planning to running the day-to-day operating cadence
• Build sales capacity, coverage, and quota models that align hiring plans with revenue targets
• Size and segment the addressable market to inform territory design, whitespace analysis, and account prioritization; design and maintain territory planning
• Drive the sales forecasting methodology, delivering a defensible quarterly view and improving accuracy over time
• Own weekly pipeline reviews, forecast calls, and quarterly business reviews using data-driven insights to flag risks early and drive proactive decisions
• Help drive the analytical rhythm of the business by owning performance reporting and analyzing data to generate meaningful insights and recommendations
• Proactively drive operational efficiency and team productivity by continuously improving processes, tools, and reporting
• Shape the GTM AI roadmap, from defining high-impact use cases, building or buying the right solutions, and ensuring successful adoption of new capabilities
• Partner with cross-functional teams, including Marketing, Strategic Finance, Sales Enablement, Deal Desk, Technology & Systems, Business Intelligence, etc.
• Drive various high priority cross-functional initiatives from ideation and planning, through execution

Qualifications

• 8+ years in Sales Strategy & Operations, Revenue Operations, or related analytical/GTM roles,
• A builder mentality, with a track record of repeatable and scalable systems and processes.
• A self‑starter who thrives in ambiguity and brings structured thinking to solve problems and drive results.
• Advanced analytical skills with the judgment to turn data into a clear recommendation
• Experience partnering cross‑functionally with teams like Finance, Marketing, Enablement, and Product to drive shared initiatives
• Excited by applying AI/automation to GTM workflows, with a bias toward pragmatic, high‑impact use cases over novelty
• Excellent written and verbal communicator who can flex between detailed analysis and executive‑level narrative

How We Work

We offer a flexible hybrid work arrangement that prioritizes in‑office collaboration. Employees are expected to be on‑site 3 days per week (Monday, Tuesday, and Thursday).

#BI‑Hybrid

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 don't 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.

Compensation Range: $158,541 - $214,496