Strategic Account Executive

$100,000 - $150,000/Yr

Benchling

Full-time - Mid Level

Professional, Scientific, and Technical Services

About the position

The Strategic Account Executive will be responsible for driving new business within their territory by building and maintaining strong relationships with key stakeholders across various personas within an account. This role is crucial for expanding the customer base and ensuring successful sales outcomes through effective pipeline generation and accurate sales forecasting.

Responsibilities

• Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base.
• Developing and maintaining accurate sales forecasts (+/- 10 of goal) to ensure predictable revenue outcomes.
• Effectively communicating the value of the platform, tailoring presentations and proposals to meet the specific needs of each prospect.
• Leading negotiations with potential clients, addressing key stakeholders including multiple personas and CxO in the buyer journey.
• Working across multiple personas within an account to understand their unique needs and align solutions with their business objectives.
• Partnering with internal teams (marketing, product, customer success, etc.) to ensure a seamless experience for clients.
• Staying informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market.
• Driving the sales process through Pipeline Generation (PG), 3 Why's, Champion Building, MEDDIC, Command of the Message, etc.

Requirements

• Proven experience as an Account Executive, preferably within a data management, workflow SaaS or technology-driven environment.
• Demonstrated ability to drive pipeline generation and manage complex sales cycles.
• 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.
• Experience working with diverse personas within an account, influencing decision-making at all 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.
• Familiarity with MEDDIC sales methodology is a plus but not required.
• Knowledge of the life sciences industry, including R&D and/or IT functions is preferred but not required.
• Bachelor's degree - life sciences major is preferred but not required.

Nice-to-haves

• Familiarity with MEDDIC sales methodology.
• Knowledge of the life sciences industry, including R&D and/or IT functions.

Benefits

• Competitive salary and equity
• Broad range of medical, dental, and vision plans for employees and their dependents
• Fertility healthcare and family-forming benefits
• Four months of fully paid parental leave
• 401(k) + Employer Match
• Commuter benefits for in-office employees
• Generous home office set up stipend for remote employees
• Mental health benefits, including therapy and coaching, for employees and their dependents
• Monthly Wellness stipend
• Learning and development stipend
• Generous and flexible vacation
• Company-wide Summer & Winter holiday shutdown
• Sabbaticals for 5-year and 10-year anniversaries