Partnership Development Manager
QBench is a modern, configurable LIMS platform that helps laboratories streamline operations, improve efficiency, and scale with confidence. From diagnostics to environmental testing to manufacturing QA/QC, QBench empowers labs with automation, workflow orchestration, and robust data management. As we continue expanding, we are seeking a high-performing expansion-focused executive to grow revenue inside our current customer base. Role Overview The Partnership Development Manager is a quota-carrying individual contributor responsible for generating new expansion revenue within QBench’s existing customer accounts. This includes identifying growth opportunities, developing multi-threaded relationships, and closing upsell and cross-sell deals that expand customer adoption of QBench. This is a proactive, farmer-style role within the Customer Success ecosystem—ideal for someone who thrives on identifying opportunities, engaging with customers strategically, and consistently beating growth targets. It is also a first-of-its-kind role at QBench, so the ideal candidate will participate in refining the role and optimizing for customer growth. Key Responsibilities Expansion Revenue Growth - Own and exceed a monthly/quarterly expansion revenue quota across an assigned set of customer accounts. - Proactively identify opportunities for additional modules, users/seats, integrations, professional services, and new site or department expansions. - Drive outbound outreach to uncover expansion needs and build a healthy pipeline. Customer Engagement & Solution Selling - Build strong, strategic relationships with key roles within customer organizations, including operations leads, lab directors, IT managers, and quality teams. - Conduct detailed discovery to understand customer workflows, pain points, and growth areas. - Deliver compelling value propositions, product demos, proposals, and pricing discussions. - Lead expansion deal cycles from identification through negotiation and close. Cross-Functional Alignment - Collaborate closely with Customer Success Managers and Technical Account Managers to understand account health, adoption, and risks. - Partner with Product and Solutions teams to tailor expansion offerings to customer requirements. - Work with Implementation or Support teams to ensure smooth deployment of newly purchased services or modules. - Provide real-world customer insights to influence roadmap and product improvements. Operational Execution & Forecasting - Maintain accurate CRM data, forecasts, activity tracking, and opportunity notes. - Contribute to territory planning and install base strategy development. - Support process improvements that strengthen expansion workflows and customer lifecycle management. Qualifications Required - 3+ years of SaaS sales, expansion, or hybrid customer success/sales experience in a quota-carrying role. - Proven record of meeting or exceeding revenue targets. - Strong hunter mentality within existing accounts—comfortable driving outreach, navigating organizations, and owning the deal cycle. - Excellent communication, negotiation, and presentation skills. - High degree of organization and disciplined use of CRM tools. - Ability to understand technical workflows and communicate complex value propositions. Preferred - Experience selling into laboratories, life sciences, diagnostics, environmental testing, or regulated industries. - Familiarity with LIMS, ELN, workflow automation software, or similar systems. - Background collaborating with cross-functional teams in a fast-paced SaaS environment. Success Indicators - Consistent attainment or overachievement of expansion quota. - Strong pipeline of qualified expansion opportunities across assigned accounts. - Increased value and adoption across customer accounts through targeted expansions. - High alignment and collaboration with Customer Success to drive long-term customer value. - Strong customer satisfaction tied to consultative, value-focused engagements. Salary Range: US$ 85,000 - 90,000/annually Apply tot his job