benchling - Strategic Account Executive (Benelux)
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Requirements
• You are drawn to our mission and you want to help Benchling win new business. You are committed to working in a collaborative environment, working together as a team. You have a love for working in a fast-paced environment and taking the initiative to get stuff done and try new things. You are passionate about powering new possibilities in biotech faster. • Proven experience as an Account Executive, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & Line of business. • 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, 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. • Familiarity with MEDDICC 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.
Responsibilities
• Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base. Utilize various strategies and tools to generate leads and move them through the sales cycle. • 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 Channel 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. • Process: Drive the sales process through Pipeline Generation (PG), 3 Why’s, Champion Building, MEDDICC, Command of the Message, etc. Maintain account integrity and opportunity data within company systems; Salesforce.
Benefits
• Full-time employees outside the U.S. enjoy a comprehensive benefits program tailored to their region of residence. • Benchling takes a market-based approach to pay. The candidate's starting pay will be determined based on job-related skills, experience, qualifications, interview performance, and work location. • #LI-Remote #BI-Remote #LI-SF1 • Benchling welcomes everyone. • We believe diversity enriches our team so we hire people with a wide range of identities, backgrounds, and experiences.
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