Benchling

• Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base in partnership with your SDR. • Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10 of goal), leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets. • Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect. • Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements. • Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives. • Collaboration: Partner with internal teams (marketing, product, customer success, etc) and external teams (GSIs, AWS, etc) to ensure a seamless experience for clients and drive long-term customer satisfaction. • Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market.

• Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base. Utilize various strategies and tools to generate leads and move them through the sales cycle. • Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10 of goal), leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets. • Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect. • Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements. • Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives. • Collaboration: Partner with internal teams (marketing, product, customer success, etc) and Channel to ensure a seamless experience for clients and drive long-term customer satisfaction. • Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market. • Process: Drive the sales process through Pipeline Generation (PG), 3 Why’s, Champion Building, MEDDICC, Command of the Message, etc. Maintain account integrity and opportunity data within company systems; Salesforce.

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 OVERVIEWWe are seeking a motivated and results-driven Enterprise Account Executive to join our Central European Enterprise team. In this role, you will be responsible for driving new business into different lines of business within your designated 1-3 of the Top 50 global accounts, focusing on building and maintaining strong relationships with key stakeholders across various personas within an account (IT, Science/R&D, Data Science). You will play a crucial role in expanding our customer base and ensuring successful sales outcomes through effective pipeline generation and accurate sales forecasting. RESPONSIBILITIES - Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base in partnership with your SDR. Utilize various strategies and tools to generate leads and move them through the sales cycle. - Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10 of goal),, leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets. - Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect. - Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements. - Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives. - Collaboration: Partner with internal teams (marketing, product, customer success, etc) and external teams (GSIs, AWS, etc) to ensure a seamless experience for clients and drive long-term customer satisfaction. - Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market. You are a curious learner who is striving to elevate their craft to the next level. - Process: Drive the sales process through Pipeline Generation (PG), Leading Indicators to drive repeatable success, 3 Why’s/MEDDICC & ability to build champions across the user community, middle management & ‘C’ Suite. Maintain account integrity and opportunity data within company systems; Salesforce. QUALIFICATIONSYou are drawn to our mission and you want to help Benchling win new business across your respective accounts. You are committed to working in a collaborative environment, working together as a team. You have a love for working in a fast-paced startup/pre IPO environment and taking the initiative to get stuff done and try new things. You are passionate about powering new possibilities in biotech faster. - Proven experience as a global enterprise/major accounts seller, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & various Line of business. - Demonstrated ability to drive pipeline generation and manage complex sales cycles of 7+ figure deals. - Strong sales forecasting skills with a track record of meeting or exceeding targets. - Demonstrated success in selling products or solutions that typically fall outside of pre-established budgets, with a proven ability to build a compelling business case and influence purchasing decisions. - Experience working with diverse personas within an account (from technical decision makers, business decision makers & CxO execs), with the ability to influence decision-making at all the levels. - Dynamic communication, negotiation, and interpersonal skills. - Self-motivated, with a strong drive to achieve and exceed goals. - Ability to work independently as well as collaboratively in a team environment. - Ability to leverage the MEDDICC sales methodology is highly recommended - Knowledge of the life sciences industry, including: R&D, and/or IT functions is preferred but not required. SALARY & BENEFITSFull-time employees outside the U.S. enjoy a comprehensive benefits program tailored to their region of residence. Benchling takes a market-based approach to pay. The candidate's starting pay will be determined based on job-related skills, experience, qualifications, interview performance, and work location. #LI-Remote #BI-Remote #LI-SF1 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.

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 OVERVIEWWe are seeking a motivated and results-driven Enterprise Account Executive to join our Enterprise team. In this role, you will be responsible for driving new business into different lines of business within your designated 1-3 of the Top 50 global accounts, focusing on building and maintaining strong relationships with key stakeholders across various personas within an account (IT, Science/R&D, Data Science). You will play a crucial role in expanding our customer base and ensuring successful sales outcomes through effective pipeline generation and accurate sales forecasting. RESPONSIBILITIES - Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base in partnership with your SDR. Utilize various strategies and tools to generate leads and move them through the sales cycle. - Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10 of goal),, leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets. - Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect. - Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements. - Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives. - Collaboration: Partner with internal teams (marketing, product, customer success, etc) and external teams (GSIs, AWS, etc) to ensure a seamless experience for clients and drive long-term customer satisfaction. - Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market. You are a curious learner who is striving to elevate their craft to the next level. - Process: Drive the sales process through Pipeline Generation (PG), Leading Indicators to drive repeatable success, 3 Why’s/MEDDICC & ability to build champions across the user community, middle management & ‘C’ Suite. Maintain account integrity and opportunity data within company systems; Salesforce. QUALIFICATIONSYou are drawn to our mission and you want to help Benchling win new business across your respective accounts. You are committed to working in a collaborative environment, working together as a team. You have a love for working in a fast-paced startup/pre IPO environment and taking the initiative to get stuff done and try new things. You are passionate about powering new possibilities in biotech faster. - Proven experience as a global enterprise/major accounts seller, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & various Line of business. - Demonstrated ability to drive pipeline generation and manage complex sales cycles of 7+ figure deals. - Strong sales forecasting skills with a track record of meeting or exceeding targets. - Demonstrated success in selling products or solutions that typically fall outside of pre-established budgets, with a proven ability to build a compelling business case and influence purchasing decisions. - Experience working with diverse personas within an account (from technical decision makers, business decision makers & CxO execs), with the ability to influence decision-making at all the levels. - Dynamic communication, negotiation, and interpersonal skills. - Self-motivated, with a strong drive to achieve and exceed goals. - Ability to work independently as well as collaboratively in a team environment. - Ability to leverage the MEDDICC sales methodology is highly recommended - Knowledge of the life sciences industry, including: R&D, and/or IT functions is preferred but not required. #LI-Remote #BI-Remote #LI-SF1 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.

Title: Field Enablement Manager (Partner Enablement Program Manager) Location: Boston, MA Department: Customer Experience Job Description: 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 Over the coming years, biotech will fundamentally rewrite the way we live. Gene editing and cell therapy are dramatically changing how we treat cancer and other major illnesses. Biofuels and biomaterials are transforming the cars we drive, the clothes we wear, and the makeup of everyday objects. Crop science and synthetic biology are producing sustainable and ethical food. Benchling’s mission is to accelerate the research that propels us towards this reality, and magnify its impact, through modern software. Every day, scientists around the world use Benchling’s applications, platform, & analytics in their efforts to solve humanity’s most pressing problems. For these scientists, Benchling is the central technology they use to conduct their research. Our customers include pharmaceutical giants, leading biotechs, and the world’s most renowned research institutes. Benchling is looking for a Partner Enablement Program Manager to build and own the enablement programs that prepare our implementation partners to deliver Benchling in pharmaceutical and life science accounts. You will play a key role in defining what partner readiness looks like, designing, creating, and maintaining the curriculum and certification tracks that get partners there, and establishing the feedback loops that keep programs current and effective. You will work closely with others on the enablement team to support product release enablement, and ensure scalable enablement program management across partners and other key personas served by the Enablement team (internal, customers). You will collaborate with other Benchling teams across Customer Experience, Product, and Partners, and directly with partner organizations externally, to close capability gaps systematically and at scale. RESPONSIBILITIES - Design and own a scalable partner enablement framework: onboarding curriculum, role-based learning tracks, product certification programs, delivery readiness assessments, etc. - Build tiered partner certification paths that align to Benchling's delivery standards - Serve as the primary enablement point of contact for Benchling's services partner enablement program - Facilitate partner enablement activities: live training sessions, onboarding cohorts, certification workshops, etc. - Define partner readiness criteria and work with PS leadership to gate partner-led delivery against demonstrated competency - Author and maintain a structured enablement content repository in collaboration with the rest of the Benchling Enablement team - Work cross-functionally across Benchling teams to develop scalable onboarding, new product release enablement (shared across internal and partner audiences), and continuous learning programs - Define and track partner enablement KPIs: certification attainment, time-to-readiness, delivery quality scores, and partner-sourced issue rates QUALIFICATIONS - BS or M.Sc. in Molecular Biology, Biochemistry, Genetics, or similar life science field - Life science background or experience enabling teams serving scientific industries - 4+ years of experience in enablement, training, or program management with meaningful exposure to external audiences (partners, customers, or channel) - Demonstrated ability to design and build enablement programs from scratch, not just maintain existing ones - Experience working with SI, channel, or implementation partners in a SaaS context, strongly preferred - Experience with eLearning authoring tools (e.g., Articulate Rise 360, or similar) and assessment tools (e.g. Skillable, Questionmark, or similar) - Comfortable facilitating live training for technical and semi-technical audiences - Strong content development skills; can author or direct the creation of clear, engaging enablement materials without always having deep domain expertise - Excellent cross-functional collaboration skills; experience influencing stakeholders you do not manage - KCS methodology familiarity or experience embedding knowledge practices into enablement workflows, a plus 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). 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.

• Manage initial rollouts for new Benchling customers as well as expansion projects with new teams or for new processes at existing customers • Own implementation success from project kickoff to go-live, leveraging strong project management skills, scientific expertise, and deep product knowledge. • Build and execute detailed project plans, own project activities, work with other team members to execute on project deliverables to ensure on time, on budget, high quality deployments. • Understand customers' scientific workflows and determine how Benchling can best be leveraged to meet their key business needs. • Lead requirements and design workshops, perform data modeling & application configuration, develop test plans and guide UAT execution, train and onboard users. • Act as a trusted advisor for customers, guiding them through the implementation ensuring they leverage and apply Benchling Best Practices. • Understand and document customer pain points, advocate for them internally to influence product changes. • Identify and work with sales on opportunities for account expansion post go-live.

• Define the foundational architecture for enterprise agentic AI at Benchling. • Write production code at least half your time, particularly during the team's first year. • Build for multi-tenant isolation, secrets management, audit logging, payload encryption, role-based access controls. • Coach power users and departmental teams on production patterns. • Work closely with our Data, Analytics & Systems team peers on the source-of-truth datasets and pipelines. • Set the bar for code quality, testing and evaluation, documentation, and on-call practices.

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 OVERVIEWBenchling is seeking a Customer Success Leader with a background in Life Sciences and enterprise SaaS. This role is an exciting blend of team management and strategic leadership. You’re a hands-on leader who enjoys working closely with their teams and with their customers to drive significant adoption and customer advocacy. You must be able to think and act strategically as well as get into the details of our customer engagements and our product. You will develop an understanding of Benchling’s solutions, and demonstrate your experience to guide our teams to establish significant adoption strategies, to focus on customer outcome realization, and to build processes that scale. To be successful in this role, you are comfortable with R&D processes and scientific concepts, and be able to speak confidently and build relationships with Scientific and IT leaders at leading Pharma and Biotech organizations. You have experience leading customer-facing teams in a high growth enterprise SaaS environment. And you are a proven leader who can drive a CS business from hiring and staffing, to managing and mentoring your team, to leading through change. RESPONSIBILITIES Lead and Develop the CSM Team - Manage, mentor, and grow a team of CSMs, including hiring as needed. - Foster a collaborative, customer-centric culture that drives measurable outcomes for customers. - Ensure the team is highly enabled on Benchling’s platform and equipped with the scientific domain expertise needed to support customers effectively. - Coach CSMs on designing and delivering Executive Business Reviews that showcase value realization, customer maturity, and Benchling's strategic roadmap Drive Key Metrics and Program Success - Lead the team in achieving adoption targets through strategic guidance and operational excellence. There will be a particular focus on AI adoption, including awareness, activation, and usage monitoring. - Use data to identify risks, opportunities, and trends across the customer portfolio, and develop plans to address them. - Collaborate with cross-functional teams (Sales, Product, Professional Services) to ensure alignment on customer goals. Adapt and Optimize Processes - Implement best practices for tracking metrics, standardizing processes, and ensuring consistent delivery of value to customers. - Partner with CX Operations to identify and eliminate sources of CSM toil, leveraging AI tools, automation, and improved workflows to increase team efficiency and allow CSMs to focus on high-value customer engagement. Carry a Strategic Book of Business - Directly owns a small portfolio of strategic/enterprise accounts as the named CSM, with full responsibility for adoption, value realization, and renewal influence. - Model the customer engagement standard expected of the team (EBRs, multi-threading, adoption planning) using these accounts to stay close to the realities of the role and the product. - Use direct customer exposure to sharpen coaching, identify systemic gaps, and feed credible voice-of-customer back into Product, PS, and Sales. Customer Advocacy and Support - Serve as a senior point of contact for complex or high-priority customer engagements, supporting CSMs in addressing challenging situations. - Champion the voice of the customer within Benchling, providing feedback to internal teams to drive product improvements and innovation. - Guide CSMs in navigating complex customer organizations to build multi-threaded relationships and drive consensus on adoption strategies. QUALIFICATIONS Requirements: - Bachelor’s degree in Life Sciences, Business, or a related field. - 5+ years of experience in Customer Success, Professional Services, or a related field within SaaS. - 2+ years in a management role. - Strong understanding of Life Sciences R&D, process development, or related scientific domains - Proven ability to lead and develop a high-performing team. - Excellent communication skills, able to build relationships across technical and business stakeholders at all levels. - Self-motivated, adaptable, and thrives in a fast-paced, dynamic environment. - Experience leveraging a modern CS tech stack, including CRM (e.g., Salesforce), customer success platforms (e.g., Gainsight), data/analytics tools (e.g., Mode, Sigma), and AI-assisted productivity tools (e.g., Claude). - Ability to travel up to 20% based on team and customer needs. Preferred: - Experience working with or supporting the Benchling platform. - Demonstrated ability to guide teams in managing complex customer relationships and driving measurable success. HOW WE WORKWe 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-Remote #BI-Remote #LI-TD1 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.

• Build and implement tooling for efficient, frictionless development, testing, and packaging for production release. • Lead the design and development of release tooling that enables code changes to reach production within 10 minutes. • Iterate on developer experience improvements using qualitative and quantitative feedback. • Implement feedback loops that integrate quality into software development workflows. • Champion effective engineering and operational patterns across the Engineering org. • Collaborate with cross-functional teams to address challenges in engineering workflows that impact developer happiness and productivity. • Work closely with product managers, designers, and peers in engineering to make Benchling a delightful place to develop software. • Help rapidly scale our product and team. As a member of the engineering team, you'll be an integral part of how we mature our tooling, best practices, engineering processes, and hiring.

• Drive the organization's zero trust strategy end to end • Design and maintain least-privilege access patterns, Just-in-Time (JIT) access, and Privileged Access Management (PAM) controls • Deploy, configure, and maintain MDM infrastructure for the macOS fleet • Enforce SSO-required policies, review and restrict OAuth scopes, and audit third-party integration access • Build processes and tooling to detect shadow IT and unauthorized OAuth app grants • Evaluate and deploy AI-native security tooling • Define and enforce security standards for AI agent and LLM service identities • Develop and enforce CIS/NIST-aligned configuration baselines • Meaningfully reduce manual toil through automation