Major Sales Leader

Benchling, Inc.; United States; On-site; USD 180,000 - 230,000; Full time

Benefits offered by this job

Competitive salary and equity

Robust healthcare benefits

Family-forming benefits

Four months of fully paid parental le​

Job summary

Benchling, Inc. is seeking an experienced Enterprise Account Executive leader to guide a team selling life sciences software to the world’s top biotech companies.

You will own end-to-end deals, develop a high-performance AE team, and drive a strategic, value-based sales motion with executive engagement across procurement, legal and security reviews. You will recruit and coach Major Account Executives, accelerate weekly pipeline generation, and align across Solutions Consulting, Customer Success,

Qualifications

• Experience closing large, multi-stakeholder deals through procurement, legal and security review.
• Proven track record of quota attainment in enterprise SaaS sales.
• Experience leading value-based sales cycles using MEDDICC or a comparable framework.
• Commitment to coaching and developing sellers.
• Strong communicator who engages scientists, project leads and executives.
• Proven ability to run a measured weekly pipeline generation cadence.
• 10+ years of enterprise complex SaaS sales, including 3+ years managing a team of field AEs.
• Experience with expansion, renewal, or consumption-based models in an installed base.
• Experience selling scientific or R&D software (LIMS, ELN, informatics) into biopharma.

Responsibilities

• Lead a team of Enterprise AEs selling Benchling solutions to top biotech accounts.
• Recruit, coach, and develop Major Account Executives for logo growth and expansion.
• Drive a weekly pipeline generation motion with AE-sourced opportunities.
• Own forecast accuracy, deal inspection, and account planning across the team.
• Build executive relationships with C-level and VP stakeholders across divisions.
• Coach AEs through complex buying journeys including procurement and legal reviews.
• Partner with Solutions Consulting, Customer Success, Product, Marketing and Legal to deliver outcomes.
• Provide customer insight to sharpen GTM strategy, messaging and collateral.

Skills

Enterprise SaaS sales

Team leadership

Forecasting

Value selling

MEDDICC

Executive engagement

Pipeline generation

Stakeholder management

Communication to executives

Education

Bachelor’s in Life Sciences

Job description

• You will lead a team of passionate Enterprise AEs, selling solutions that fundamentally change how research is done. These sellers are our team of Major Account Executives, chartered with growing and accelerating pipeline for the Benchling platform across the top 30 global biotechnology companies. You’ll own the full sales effort from qualification to close, drive both new-business pipeline and growth, and build a team that wins through value selling and executive engagement. You’ll be a key voice in how we hire, coach, and scale our enterprise sales motion. You are passionate about helping customers solve business challenges and realize the most value from Benchling
• Recruit, coach, and develop Major Account Executives who can win new logos and expand existing accounts through value selling and executive engagement
• Drive a weekly, measurable pipeline generation motion, with an emphasis on 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 across Solutions Consulting, Customer Success, Product, Marketing, and Legal to deliver outcomes for customers and the business
• Bring customer insight back to the company to sharpen GTM strategy, messaging, and collateral

Benefits

• Competitive salary and equity
• Robust healthcare benefits
• Family-forming benefits
• Four months of fully paid parental leave
• Retirement benefits

Experience closing large, multi-stakeholder deals through procurement, legal, and security reviewTrack record of consistent quota attainment, as both a seller and a leaderExperience leading value-based sales cycles using MEDDICC or a comparable frameworkDemonstrated commitment to coaching and developing sellersStrong communicator who can engage scientists, project leads, and executivesProven experience running a measured weekly pipeline generation cadence and driving AE self-sourced pipeline10+ 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)Experience with expansion, renewal, or consumption-based models in an installed baseBachelor’s in a life sciences field (or equivalent experience); advanced degree a plusExperience selling scientific or R&D software (LIMS, ELN, informatics, data platforms) into biopharma