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 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 EMEA and APAC 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
