SMB Account Executive
Benchling is an AI platform for biotech R&D that helps scientists design experiments and capture structured data. As an SMB Account Executive, you will drive new business by engaging small biotech and life sciences companies, managing the full sales cycle from prospecting to closing deals. 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 Skills 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 Company Overview Benchling is an IT company that provides a cloud-based software platform for biology researchers and research and development organizations. It was founded in 2012, and is headquartered in San Francisco, California, USA, with a workforce of 501-1000 employees. Its website is Company H1B Sponsorship Benchling has a track record of offering H1B sponsorships, with 3 in 2026, 19 in 2025, 24 in 2024, 11 in 2023, 18 in 2022, 10 in 2021, 5 in 2020. Please note that this does not guarantee sponsorship for this specific role.