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Enterprise Account Executive

Benchling· Sales
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Remote$140k - $200k + equity + bonusFull-timePosted 3mo ago

About the role

Enterprise Account Executive responsible for driving new and renewal business within top global pharmaceutical accounts, building relationships across multiple personas, managing pipeline, forecasting, and collaborating with cross-functional teams to ensure customer success. This is a remote role requiring residency near applying location.

Responsibilities

  • Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base in partnership with your SDR.
  • Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10% of goal), leveraging data to inform decision-making and ensure predictable revenue outcomes.
  • Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect.
  • Negotiation and Closing: Lead negotiations with potential clients, addressing stakeholders including multiple personas and CxO, securing new business agreements.
  • Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives.
  • Collaboration: Partner with internal teams (marketing, product, customer success) and external teams (GSIs, AWS) to ensure a seamless experience for clients and drive long-term customer satisfaction.
  • Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge.
  • Process: Drive the sales process through Pipeline Generation, Leading Indicators, MEDDICC, and building champions across user communities and executives; maintain account data in Salesforce.

Qualifications

  • Proven experience as a global enterprise/major accounts seller, preferably within data management, workflow SaaS or technology-driven environments selling to multiple personas across IT and business lines.
  • Demonstrated ability to drive pipeline generation and manage complex 7+ figure deals.
  • Strong sales forecasting skills with a track record of meeting or exceeding targets.
  • Experience selling products or solutions outside of pre-established budgets with ability to build a compelling business case.
  • Experience working with diverse personas within an account (technical, business, CxO) and influencing decisions at all levels.
  • Dynamic communication, negotiation, and interpersonal skills.
  • Self-motivated and able to work independently and in a team.
  • Knowledge of MEDDICC sales methodology recommended.
  • Knowledge of life sciences (R&D and/or IT) preferred but not required.

Skills

Required:Pipeline generationForecastingSolution sellingNegotiation and closingAccount management
Nice to have:MEDDICC

Benefits

  • Full-time U.S. benefits including equity, health, dental, vision, 401(k) with employer match, wellness, commuter assistance, and more.
Last updated Oct 15, 2026. Interested? Apply on the company site.
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About Benchling

Cloud-based platform for biotech R&D | Benchling

Benchling is a cloud-based platform for biotechnology research and development and the only biology-first platform for scientific data, collaboration, and insights.

BioresearchBioprocessIn VivoConnectGene therapyCell therapyAntibodies and proteinsRNA therapeutics
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