Benchling

Leader, Majors Sales

New York, NY, Remote. Posted 23 days ago

The role

You will lead a team of Enterprise Account Executives selling solutions to the top 30 global biotechnology companies. You will drive pipeline growth, manage forecast accuracy, and coach sellers through complex buying journeys.

What you will do

  • Recruit, coach, and develop Major Account Executives.
  • Drive a weekly, measurable pipeline generation motion.
  • Own forecast accuracy, deal inspection, and account planning.
  • Build and maintain executive relationships with C-level and VP-level stakeholders.
  • Coach AEs through complex buying journeys including procurement, legal, and security review.
  • Partner across Solutions Consulting, Customer Success, Product, Marketing, and Legal.
  • Bring customer insight back to the company to sharpen GTM strategy, messaging, and collateral.

Required qualifications

  • 10+ years of enterprise complex SaaS sales experience.
  • 3+ years managing a team of field AEs focused on a small number of large, complex global accounts.
  • 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.

Nice to have

  • 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

Before you apply

  • You'll complete a brief AI-focused exercise or discussion during the interview process.

About the company

Benchling is the AI platform for biotech R&D. Over 200,000 scientists around the world trust Benchling to power their most important work.