SMB Account Executive

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

We are seeking a motivated and results-driven SMB Account Executive to join our team. In this role, you will be responsible for driving new business within the EMEA territory, focusing on building and maintaining strong relationships with key stakeholders across various personas within small and medium-sized accounts. You will play a crucial role in expanding our customer base and ensuring successful sales outcomes through effective pipeline generation and accurate sales forecasting.

RESPONSIBILITIES

• Pipeline Generation: Enthusiastically creating and driving your own pipeline by identifying new business opportunities and engaging multiple personas from scientists to C-suite. 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.

• Platform Demonstrations: Running Benchling platform demonstrations aligned to a clear customer problem statement and a Benchling proven solution to potential clients to help clients understand the value of Benchling to them specifically.

• 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 Engagement: 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, MEDDIC, Command of the Message, etc. Maintain account integrity and opportunity data within company systems; Salesforce 

QUALIFICATIONS

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.

• Bachelor’s degree - life sciences major is required.

• 1-3 years of experience as an Account Executive, Field Application Scientist, Account Manager. Sales Development Background highly appreciated.

• Demonstrable history of consistently achieving or exceeding ambitious sales targets.

• Knowledge of the life sciences industry, including: R&D, and/or IT functions is required.

• Curiosity, creativity, and persistence. You should be excited to collaborate with customers as a thought partner.

• Dynamic communication skills and the versatility to connect effectively with a range of stakeholders, including scientists, team project leads and executives in industry. 

HOW WE WORK

We offer a flexible hybrid work arrangement that prioritizes in-office collaboration. Employees are expected to be on-site 3 days per week (Monday, Tuesday, and Thursday).

SALARY & 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-Hybrid #BI-Hybrid #LI-KW1

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.