Enterprise Account Executive
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Job Description
Enterprise Account Executive responsible for building relationships and driving sales in top global accounts. Join Benchling's mission to revolutionize biotech R&D with AI solutions.
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 with the goal of consistent attainment of revenue targets.
- 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, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and 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, etc) and external teams (GSIs, AWS, etc) 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 in the market.
Requirements:
- Proven experience as a global enterprise/major accounts seller, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & various Line of business.
- Demonstrated ability to drive pipeline generation and manage complex sales cycles of 7+ figure deals.
- Strong sales forecasting skills with a track record of meeting or exceeding targets.
- Demonstrated success in selling products or solutions that typically fall outside of pre-established budgets, with a proven ability to build a compelling business case and influence purchasing decisions.
- Experience working with diverse personas within an account (from technical decision makers, business decision makers & CxO execs), with the ability to influence decision-making at all the levels.
- Dynamic communication, negotiation, and interpersonal skills.
- Self-motivated, with a strong drive to achieve and exceed goals.
- Ability to work independently as well as collaboratively in a team environment.
- Ability to leverage the MEDDICC sales methodology is highly recommended.
- Knowledge of the life sciences industry, including: R&D, and/or IT functions is preferred but not required.
Benefits:
- Full-time U.S. employees enjoy a comprehensive benefits program including equity, health, dental, vision, 401(k)+ employer match, wellness, commuter, and more.
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