About the role
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 Benchling is looking for a high-impact, strategic leader comfortable with change and execution to lead our deal strategy and order management team as we scale. Sitting at the intersection of revenue growth, new products, financial control, and cross-functional partnership, you will be the trusted commercial advisor to sales on deal strategy, operationalize and deploy an updated pricing and packaging strategy, and driving operational improvement and excellence. As a player-coach leading and developing a respected team, you will stay close enough to the hardest deals, while driving high impact change as the company grows through its next phase.
RESPONSIBILITIES Enterprise deal strategy & structuring. Coach, partner and proactively advise enterprise account executives and sales leadership around the architecture and pricing of our largest and most complex agreements. With your deep experience in complex enterprise software deals (large, multi-year ramped deals, ELAs, etc), you will be a trusted thought partner with sales as they structure, price, and optimize customer agreements for long-term growth across multiple dimensions, and support high-value negotiations alongside sales leadership. Having built trusted relationships with stakeholders, you will help
