中小客户销售代表
SMB Account Executive
我们正在为人工智能时代重新构建生物技术。
当突破被延迟时，世界将等待。将一种分子从发现到患者，或将一种作物从实验室到田间，涉及数千个缓慢、手动且不连贯的步骤。人工智能有潜力改变这一现状，将数十年的研发工作压缩成几年。但只有当干净、结构化的科学数据和人工智能被融入科学研究的方式中，这种改变才会发生。
Benchling 是生物技术研发的人工智能平台。科学家使用 Benchling 来设计实验、捕获结构化数据，并在他们的工作流程中直接运行 AI 代理和模型。全球超过 20 万名科学家信任 Benchling 来推动他们最重要的工作，从学术实验室到 Sanofi、Moderna，以及世界上前 50 强生物制药公司中的超过一半。
我们正在为客户打造一个 AI 科学家。如果我们自己没有建立相应的实力，就无法做到这一点。AI 熟练度是我们构建的基础；它是我们工作方式的核心，我们致力于帮助每位新员工将其融入日常工作中。作为面试流程的一部分，您将完成一个简短的 AI 相关练习或讨论，以便我们了解您如何思考并利用 AI 在您的角色中产生影响。欢迎参考您目前使用的任何工具、平台或工作流程。
职位概述
作为 SMB 客户经理，您将负责在您的区域内推动新业务——以科学所需的速度与小型生物技术和生命科学公司进行接触。您将负责整个销售流程，从识别和开发新客户到成交。这是一个非常适合早期职业销售人员的职位，您将有机会提升自己的技能，从零开始建立销售渠道，并成长为世界级的企业销售专家。
职责
- 管道生成：从第一天起就负责您的销售管道。主动识别并接触您区域内的新业务机会，与多个角色——从实验台科学家到业务决策者——建立联系，使用外向推销、活动和创意开发策略。
- 销售预测：制定并维护准确的销售预测（目标的 +/-10%），利用数据来支持您的决策，实现一致且可预测的结果。
- 解决方案销售：学习并应用 Benchling 的价值框架，根据每个客户的独特科学和业务需求定制演示和提案。
- 全流程销售：进行初步调研，建立有说服力的商业案例，与多个利益相关者互动
查看英文原文
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
As an SMB Account Executive, you'll be responsible for driving new business within your territory — engaging small biotech and life sciences companies at the speed their science demands. You'll own the full sales cycle, from identifying and prospecting new accounts to closing deals. This is an ideal role for an early-career seller who's hungry to develop their craft, build pipeline from the ground up, and grow into a world-class enterprise seller.
RESPONSIBILITIES
- Pipeline Generation: Own your pipeline from day one. Proactively identify and engage new business opportunities across your territory, connecting with multiple personas — from bench scientists to business stakeholders — using outbound outreach, events, and creative prospecting strategies.
- Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10% of goal), using data to inform your decision-making and drive consistent, predictable outcomes.
- Solution Selling: Learn and apply Benchling's value framework to tailor presentations and proposals to each prospect's unique scientific and business needs.
- Full-Cycle Selling: Run discovery, build a compelling business case, engage multiple stakeholders, navigate the buying process, and close new business agreements.
- Account Management: Work across scientific, technical, and business personas within each account to align Benchling's solutions with their R&D goals.
- Collaboration: Partner with Marketing, Product, and Customer Success to ensure a seamless prospect experience and drive long-term customer satisfaction.
- Continuous Learning: Stay curious about industry trends, the competitive landscape, and the science our customers are doing. We'll invest in your development — you bring the drive.
- Process Excellence: Apply structured sales methodology (MEDDICC, Command of the Message, 3 Why's, Champion Building) to manage your pipeline with rigor. Keep Salesforce accurate and up to date.
QUALIFICATIONS
You are drawn to our mission and you want to help Benchling win new business. You're coachable, competitive, and ready to build real sales skills in a market that matters. You take ownership, stay curious, and show up as a teammate.
- 1–3 years of experience as a Sales Development Representative, or 1–2 years of full-cycle sales experience — ideally in a SaaS or technology environment
- Life science background required — either a bachelor's degree in a life science discipline (e.g., molecular biology, biotechnology, biomedical engineering, biochemistry) or direct experience selling into pharma, biotech, or life science organizations)
- Experience running product demos is a plus
- Demonstrated ability to prospect, build pipeline, and manage a sales cycle from open to close
- Ability to build a business case and influence purchasing decisions across scientific and business personas
- Strong communication, interpersonal, and organizational skills
- Self-motivated with a competitive drive to meet and exceed targets
- Comfortable working independently and as part of a collaborative team
- Familiarity with MEDDICC or similar sales methodology is a plus
HOW WE WORK
We offer a flexible hybrid work arrangement that prioritizes in-office collaboration. Employees are expected to be on-site Monday, Tuesday, and Thursday.
#LI-Hybrid
#BI-Hybrid
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.