GTM战略与运营
GTM Strategy & Operations
我们正在为人工智能时代重新构建生物科技。
当突破被延迟时，世界就会等待。将一种分子从发现到患者，或一种作物从实验室到田间，需要数千个缓慢、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过程中，这种变化才会发生。
Benchling 是生物技术研究与开发的人工智能平台。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 万位科学家信任 Benchling 来支持他们最重要的工作，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一半以上。
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起这种能力，就无法做到这一点。AI 熟练度是我们构建的基础；它是我们工作的核心，我们致力于帮助每一位新员工将其融入日常工作中。作为我们面试流程的一部分，你将完成一个简短的 AI 相关练习或讨论，以便我们了解你如何思考并利用 AI 在你的岗位上产生影响。你可以自由参考你目前使用的任何工具、平台或工作流程。
职位概述
Benchling 正在寻找一位销售策略与运营负责人，作为我们 AMER 销售组织的分析和运营支柱。向 RevOps 首席官汇报，并直接与销售领导层合作，你将负责保持业务运转的操作节奏——从年度规划和产能建模到预测、销售渠道健康状况和季度业务评审。你还将塑造 AI 在 GTM 组织中的应用，识别高影响力的用例并推动采用。这是一个高度跨职能的职位：你将与市场部、战略财务部、销售赋能部、交易台和商业智能部紧密合作，将数据转化为决策。我们寻找一位能够在不确定性中茁壮成长的人，能够全面负责整个操作节奏，并希望直接参与 Benchling 进入市场的策略扩展。
职责
- 直接向 RevOps 首席官汇报，并与销售领导层紧密合作进行规划、优先级排序和执行
- 负责 AMER 地区的销售运营，从负责年度规划到管理日常操作节奏
- 建立销售产能、覆盖范围和配额模型
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
Benchling is looking for a Sales Strategy & Operations lead to be the analytical and operational backbone of our AMER sales organization. Reporting to the Head of RevOps and partnering directly with sales leadership, you'll own the operating cadence that keeps the business running — from annual planning and capacity modeling to forecasting, pipeline health, and quarterly business reviews. You'll also shape how AI gets applied across the GTM org, identifying high-impact use cases and driving adoption. This is a highly cross-functional role: you'll work closely with Marketing, Strategic Finance, Sales Enablement, Deal Desk, and Business Intelligence to turn data into decisions. We're looking for someone who thrives on ambiguity, is comfortable owning a full operating rhythm end to end, and wants to have a direct hand in how Benchling scales its go-to-market motion.
RESPONSIBILITIES
- Report directly to the Head of RevOps and partner closely with sales leadership on planning, prioritization, and execution
- Lead Sales Operations for the AMER region, from owning annual planning to running the day-to-day operating cadence
- Build sales capacity, coverage, and quota models that align hiring plans with revenue targets
- Size and segment the addressable market to inform territory design, whitespace analysis, and account prioritization; design and maintain territory planning
- Drive the sales forecasting methodology, delivering a defensible quarterly view and improving accuracy over time
- Own weekly pipeline reviews, forecast calls, and quarterly business reviews using data-driven insights to flag risks early and drive proactive decisions
- Help drive the analytical rhythm of the business by owning performance reporting and analyzing data to generate meaningful insights and recommendations
- Proactively drive operational efficiency and team productivity by continuously improving processes, tools, and reporting
- Shape the GTM AI roadmap, from defining high-impact use cases, building or buying the right solutions, and ensuring successful adoption of new capabilities
- Partner with cross-functional teams, including Marketing, Strategic Finance, Sales Enablement, Deal Desk, Technology & Systems, Business Intelligence, etc.
- Drive various high priority cross-functional initiatives from ideation and planning, through execution
QUALIFICATIONS
- 8+ years in Sales Strategy & Operations, Revenue Operations, or related analytical/GTM roles,
- A builder mentality, with a track record of repeatable and scalable systems and processes.
- A self-starter who thrives in ambiguity and brings structured thinking to solve problems and drive results.
- Advanced analytical skills with the judgment to turn data into a clear recommendation
- Experience partnering cross-functionally with teams like Finance, Marketing, Enablement, and Product to drive shared initiatives
- Excited by applying AI/automation to GTM workflows, with a bias toward pragmatic, high-impact use cases over novelty
- Excellent written and verbal communicator who can flex between detailed analysis and executive-level narrative
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).
#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.