Leader, Majors Sales

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** 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 that are chartered with growing and accelerating pipeline of the Benchling platform to 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. ## **RESPONSIBILITIES** - 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. ## **QUALIFICATIONS** - 10+ 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). - Track record of consistent quota attainment, as both a seller and a leader. - Proven experience running a measured weekly pipeline generation cadence and driving AE self-sourced pipeline. - Experience leading value-based sales cycles using MEDDICC or a comparable framework. - Experience closing large, multi-stakeholder deals through procurement, legal, and security review. - Experience with expansion, renewal, or consumption-based models in an installed base. - Strong communicator who can engage scientists, project leads, and executives. - Demonstrated commitment to coaching and developing sellers. **PREFERRED** - Experience selling scientific or R&D software (LIMS, ELN, informatics, data platforms) into biopharma. - Bachelor’s in a life sciences field (or equivalent experience); advanced degree a plus ## #LI-Remote #BI-Remote **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.