[Remote] Account Executive (4-8 years B2B sales experience)
Note: The job is a remote job and is open to candidates in USA. QBench is a leading company in laboratory efficiency software, recognized for its innovative cloud-based solutions. They are seeking a consultative Account Executive to manage the full sales cycle, focusing on acquiring new customers in complex operational environments while maintaining pipeline health and revenue outcomes.
Responsibilities
• Manage opportunities from first conversation through close, onboarding handoff, and initial customer success alignment
• Run a consultative sales process that uncovers customer pain, operational complexity, and success criteria
• Guide multiple stakeholders (including lab operations leaders, quality teams, IT, and end users) through a thoughtful buying process
• Convert inbound demand into high-quality opportunities while proactively creating additional pipeline as needed
• Take ownership of pipeline coverage, deal progression, and forecasting accuracy
• Balance speed and rigor to maintain deal velocity without sacrificing quality or fit
• Lead value-based conversations that connect QBench’s capabilities to operational efficiency, compliance, and long-term scalability
• Challenge assumptions and help prospects reframe problems where appropriate
• Deeply uncover and understand prospect pain, then sell against that pain
• Ensure deals are sold honestly and transparently, setting clear expectations that support long-term customer success
• Collaborate closely with Marketing, BDRs, Solutions Consulting, Technical Account Managers, Product, and Customer Success
• Coordinate internal resources to deliver strong demos, trials, and evaluations
• Support smooth post-sale handoffs to ensure alignment on goals, scope, and success metrics
• Share insights from the field to inform messaging, enablement, pricing and packaging, and product roadmap decisions
• Help refine ICP focus, qualification standards, and sales process improvements as the company scales
• Follow and help evolve QBench’s sales process in a fast-changing environment
• Experiment with new approaches, learn from results, and share best practices with the broader team
• Act as a steward of QBench’s values in every customer interaction
Skills
• 4–8+ years of closing experience in B2B software sales with consistent quota achievement
• Proven success selling new logos in a midmarket or large SMB context but with a consultative process
• Experience running full-cycle sales processes with multiple stakeholders and ~90-day sales cycles
• Experience working in a fast-paced, startup environment
• Strong communication skills and the ability to build credibility with operational and executive buyers
• Ownership & Accountability: Takes full responsibility for pipeline health, deal quality, and outcomes without relying solely on inbound flow. Hit quarterly ARR targets
• Consultative Selling Mindset: Comfortable selling complex software into operationally critical environments using value-based, insight-led conversations
• Builder Mentality: Enjoys improving processes, messaging, and approaches rather than simply executing a static playbook
• Customer-Centric Integrity: Prioritizes long-term customer success and fit over short-term wins
• Analytical Rigor: Understands deal economics, pipeline dynamics, and forecasting; uses data to guide decisions
• Cross-Functional Collaboration: Works effectively with Marketing, Product, CS, and technical teams to win and retain customers
• Learning Agility: Quickly absorbs new industries, technical concepts, and evolving go-to-market strategies
• Experience selling into laboratories, scientific organizations, or regulated environments is a strong plus but not required
• Familiarity with consultative or value-based selling methodologies (Challenger experience is a plus)
Company Overview
• QBench is a cloud-based Laboratory Information Management System (LIMS) that enables laboratories to streamline their operations. It was founded in 2015, and is headquartered in Newark, Delaware, USA, with a workforce of 11-50 employees. Its website is https://qbench.com.
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Responsibilities
• Manage opportunities from first conversation through close, onboarding handoff, and initial customer success alignment
• Run a consultative sales process that uncovers customer pain, operational complexity, and success criteria
• Guide multiple stakeholders (including lab operations leaders, quality teams, IT, and end users) through a thoughtful buying process
• Convert inbound demand into high-quality opportunities while proactively creating additional pipeline as needed
• Take ownership of pipeline coverage, deal progression, and forecasting accuracy
• Balance speed and rigor to maintain deal velocity without sacrificing quality or fit
• Lead value-based conversations that connect QBench’s capabilities to operational efficiency, compliance, and long-term scalability
• Challenge assumptions and help prospects reframe problems where appropriate
• Deeply uncover and understand prospect pain, then sell against that pain
• Ensure deals are sold honestly and transparently, setting clear expectations that support long-term customer success
• Collaborate closely with Marketing, BDRs, Solutions Consulting, Technical Account Managers, Product, and Customer Success
• Coordinate internal resources to deliver strong demos, trials, and evaluations
• Support smooth post-sale handoffs to ensure alignment on goals, scope, and success metrics
• Share insights from the field to inform messaging, enablement, pricing and packaging, and product roadmap decisions
• Help refine ICP focus, qualification standards, and sales process improvements as the company scales
• Follow and help evolve QBench’s sales process in a fast-changing environment
• Experiment with new approaches, learn from results, and share best practices with the broader team
• Act as a steward of QBench’s values in every customer interaction
Skills
• 4–8+ years of closing experience in B2B software sales with consistent quota achievement
• Proven success selling new logos in a midmarket or large SMB context but with a consultative process
• Experience running full-cycle sales processes with multiple stakeholders and ~90-day sales cycles
• Experience working in a fast-paced, startup environment
• Strong communication skills and the ability to build credibility with operational and executive buyers
• Ownership & Accountability: Takes full responsibility for pipeline health, deal quality, and outcomes without relying solely on inbound flow. Hit quarterly ARR targets
• Consultative Selling Mindset: Comfortable selling complex software into operationally critical environments using value-based, insight-led conversations
• Builder Mentality: Enjoys improving processes, messaging, and approaches rather than simply executing a static playbook
• Customer-Centric Integrity: Prioritizes long-term customer success and fit over short-term wins
• Analytical Rigor: Understands deal economics, pipeline dynamics, and forecasting; uses data to guide decisions
• Cross-Functional Collaboration: Works effectively with Marketing, Product, CS, and technical teams to win and retain customers
• Learning Agility: Quickly absorbs new industries, technical concepts, and evolving go-to-market strategies
• Experience selling into laboratories, scientific organizations, or regulated environments is a strong plus but not required
• Familiarity with consultative or value-based selling methodologies (Challenger experience is a plus)
Company Overview
• QBench is a cloud-based Laboratory Information Management System (LIMS) that enables laboratories to streamline their operations. It was founded in 2015, and is headquartered in Newark, Delaware, USA, with a workforce of 11-50 employees. Its website is https://qbench.com.
Apply To this Job