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.

Role Description Account Executives will focus on finding and closing deals with companies over 500+ employees in size. Through a defined sales process and partnership with key sales leaders, Account Executives and Senior Lead Account Executives will strive to meet and exceed quarterly and annual sales goals. - Responsible for all aspects of the sales cycle, from pipeline sourcing and qualifying to negotiating and closing. - Articulate the company's service, benefits, and processes to potential clients through all outlets (phone, email, online meetings, and in-person). - Develop a strong understanding of the territory, competitive offerings, and marketplace. Responsible for developing and executing a strategic territory plan. - Create and execute sales strategies to grow revenues within the customer base as well as through new customer acquisition. - Develop influential relationships and sales leads through partner/channel and other open networking efforts. - Effectively demonstrate Emburse SaaS solutions with strong presentation skills. - Effectively lead sales opportunities throughout the entire sales process. - Collaborate with sales management on sales opportunities and obstacles. - Promote partner sales development efforts by meeting and communicating with Channel Partners regularly. - Participate in company-organized sales and marketing events as required. - SME in Expense Management. - Work both inbound and outbound leads to generate a robust pipeline of large-size businesses. - Present Emburse's solutions via web presentation to potential clients. - Learn and develop new, creative sales techniques and strategies. - Position yourself to understand the AP, Expense and Business needs of a Mid Market/Enterprise level business as assigned. - Meet or exceed monthly sales targets according to sales plan. - Maintain an adequate number of new prospect meetings and continuously building pipeline to exceed quarterly and annual business objectives. - Participate in weekly sales meetings and articulate market feedback to management. - Assess market opportunities and develop territory plan to meet revenue objectives. Qualifications - Minimum of 8-10 years of experience selling financial SaaS solutions to companies with a minimum of 500 employees; preference for experience in selling to companies with 1000-5000+ employees. - Proven track record of closing six-figure ARR license deals. - Preferred: Proven track record of consistently finishing above annual quota. - Preferred: Knowledge of travel and expense and/or AP/Payments/payroll/HCM industry highly preferred. - Preferred: Experience selling to finance personas. - Preferred: Experience with MEDDPICC, Challenger Sale. - Preferred: Undergraduate College Degree, equivalent years of relevant experience may substitute. Requirements - Strong prospecting skills. - Ability to set, manage and document agreed outcomes of successful meetings. - Keen curiosity about businesses, how they work and specifically AP/Finance/Expense operations. - Strong presentation skills. - Excellent communication skills, including one on one, small virtual setting and in front of a larger group. - Ability to analyze processes to determine the best solution fit. - Technology skills and the proven ability to use email, Zoom, SFDC, other sales tools as needed to increase sales efficiency. - Comfort professionally pushing back on and negotiating with customer to drive a better deal/outcome for Emburse. - Ability to work with internal and external partners to a mutually agreed outcome. - Communication. - Attention to Detail. - Time Management. - Emotional Intelligence. - Active Listening. - Sales Execution Resourcefulness. - Discover Issues, Needs and Pain Points. - Quantify and Articulate Value. - Overcome Objections. - Prospecting (research and outreach). - Solution Development. - Establish Executive Sponsorship. - Negotiation. - Upselling and cross-selling. - Data Analysis. - Relationship Building. Benefits - A Company with Momentum – We serve 12M+ users across 120 countries, helping businesses modernize their finance operations. - A Team That Innovates – Work alongside some of the brightest minds in finance, tech, and AI to solve real-world challenges. - A Culture That Empowers – Competitive pay, flexible work, and an inclusive, collaborative environment that supports your success. - A Career That Matters – Your work here drives efficiency, innovation, and smarter financial decision-making for businesses everywhere.

Role Description We are seeking a Therapeutic Area (TA) Head, Respiratory - Clinical Development. In this newly created position, you will be primarily responsible for developing and executing an integrated clinical development strategy and clinical trial programs in respiratory. In this leadership role, you will have the opportunity to guide and mentor a team of experienced Medical Directors and Clinical Scientists. As part of a growing Clinical Development organization, you will be responsible for providing clinical expertise, obtaining scientific advisory input from external experts, working cross-functionally to develop clinical studies, leading clinical aspects of regulatory interactions for product advancement, and partnering with the clinical operations team to provide medical and strategic input to achieve operational excellence. The TA Head will have expertise in respiratory disease, have demonstrated effective collaborative skills to work across various phases of clinical development with an emphasis on later stages (phase 2 and beyond), and serve as a medical expert for multiple cross functional teams. Building relationships with Investigators is essential for this role including meeting with sites to foster collaboration and training. Apogee offers a dynamic, fast paced and highly collaborative approach to drug development. The Therapeutic Area Head will oversee programs across the respiratory portfolio. The position reports to the SVP, Head of Clinical Development. Key Responsibilities - Build, lead and mentor a team of Medical Directors and Clinical Scientists focused on Apogee’s respiratory portfolio, including monotherapy and combination therapies. - Apply expertise in the treatment and management of respiratory conditions to advance the strategy and clinical development of Apogee’s medicines for the benefit of our patients. - Work cross-functionally with Program Leadership/Management, Biometrics, Medical Affairs, Clinical Pharmacology, Regulatory Affairs, Research & Translational Medicine, Commercial and other functions to develop the overall clinical development strategy in respiratory indications. - Collaborate with Clinical Operations, Biometrics, Pharmacovigilance, and other functions to execute and successfully complete clinical trials across development phases leading to BLA filings and approvals. - Help establish and maintain a network and relationships with respiratory experts, investigators and opinion leaders. - Contribute to the scientific communication strategy of Apogee Therapeutics via publications, manuscripts, abstracts, posters and scientific presentations. - Participate in medical review of adverse event reports and monitoring of incoming safety data in collaboration with pharmacovigilance, including evaluating and escalating safety signals. - Coordinate and develop information for reports submitted to FDA, EMA, PMDA and government, regulatory, or partner agencies. - Present to various external stakeholders - regulators, governing and harmonization bodies, principal investigators, scientific conference attendees, advisors and key opinion leaders. - Maintain knowledge of clinical trial conduct to support operational needs for planning and executing clinical trials, including adherence to protocols, safety reviews, assay development, training, and clinical document review. - Review and edit clinical study reports. Qualifications - Board certified MD with expertise in respiratory and/or immunology drug development and experience across later stages of clinical development. - 10+ years' biotech or pharmaceutical industry experience in a leadership role building and mentoring clinical development teams (MDs and non-MDs). - Passion for bringing better treatment options to patients and caregivers. - Knowledge of clinical development strategies and trial execution for biologics and immunology therapeutics in the US and globally. - Self-starter who will bring expertise and inspiration to the team, is able to multi-task in support of clinical development programs and has a growth mindset. - Leads and works collaboratively with cross-functional teams in a fast-paced, hands-on and dynamic environment. - Strong leadership, communication and presentation skills. - Successfully exhibit Apogee’s C.O.R.E. values: Caring, Original, Resilient and Egoless. - Position requires approximately 25% travel including mandatory in-person attendance at All Hands meetings typically held twice per year, as well as team meetings, medical conferences, etc. Benefits - A great culture, grounded in our C.O.R.E. values: Caring, Original, Resilient and Egoless. - Opportunity to work in a fast-paced, highly dynamic environment where you help shape the culture and company, wear multiple hats, and learn quickly. - Market competitive compensation and benefits package, including base salary, performance bonus, equity grant opportunities, health, welfare & retirement benefits. - We provide competitive time off, including three weeks PTO, two one-week company-wide shutdowns a year and dedicated paid sick leave. - Commitment to growing you professionally and providing access to resources to further your development. - Apogee offers regular all team, in-person meetings to build relationships and problem solve.

Role Description As a Mid Market Account Executive at Cambridge Spark, you will introduce best-in-class Data and AI training solutions to leading enterprises with less than 1000 employees in the UK, helping to drive business transformation through cutting-edge skills enablement. You will engage with senior executives and operational teams alike, conveying how Cambridge Spark’s solutions can solve their most pressing challenges. Beyond client impact, you will help to shape Cambridge Spark’s future best practices, playing a key role in our growth. - Be the face and voice of Cambridge Spark during client calls, conferences, and events. - Help organisations from your territory and sector account list to directly attribute ROI to transformational data & AI skills development. - Generate qualified leads for yourself through outreach and networking to convert to sales from a sector specific target list. - Identify and build relationships with organisations which can act as distribution channels to generate qualified leads for our apprenticeship and commercial training solutions. - Responsible for executing the sales strategy using the MEDDICC qualification methodology, engaging with brand-new clients to win business. - Proactively expand existing accounts by taking full ownership of developing and executing strategic account plans to uncover new business opportunities within your assigned portfolio. - Develop accurate forecasts for the portfolio of existing clients you maintain and manage, by developing comprehensive account plans that outline key objectives, timelines, and specific actions to drive account growth. - Build Senior Stakeholder Engagement by leveraging your existing network and build new relationships with senior stakeholders within our B2B clients. - Build new relationships with clients and help them understand how they can spend their apprenticeship levy, and promote the commercial Education Programme courses to achieve their strategic goals. - Support campaigns, proposals, pitches, bids, tenders and stakeholder engagement to win new clients. - Support our Levy Transfer partnerships with our sales and marketing activity. - Manage the transfer of existing learners to new employers. - Work collaboratively with the Enterprise New Business and Strategic Accounts teams to share knowledge and insight on the market. - Work collaboratively with your sales colleagues to share best practices and contribute to a great working culture. - Help train and mentor more junior members of the team to achieve their goals. - Make it your mission to positively impact the careers and lives of your customers’ learners, by helping them to join Cambridge Spark’s cutting edge programmes. Qualifications - Demonstrable strategic business acumen and proficiency in high-velocity, enterprise sales methodologies (e.g., MEDDICC). - Strong demonstrable experience in B2B sales, with a strong track record in either hunting new logos or expanding within existing accounts. - Excellent communication and presentation skills, with a demonstrated ability to influence and engage senior executives in mid market enterprises. - A keen interest in the intersection of education, technology, and business growth. - Experience in generating a pipeline of B2B leads. - Highly self-motivated with the ability to work to targets and deadlines. - Excellent collaborator and team player. - Desire to learn and continuously improve. - Ability to adapt to a constantly changing and fast-paced working environment. - Satisfactory Employment and Disclosure & Barring check (commensurate to job role). Requirements - Experience in the Apprenticeship, Education or Training Market. - Recruitment Consultant or Face to Face Sales background. - Knowledge of LinkedIn Sales Navigator, HubSpot, Gong and MEDDICC qualification methodology. - Real passion and excitement for our industry and sector. Benefits - Pension with 4% matched contributions, opportunity to opt into salary sacrifice scheme. - 25 days holiday + Flexi bank holidays + 1 day off on your birthday. - A day for volunteering. - Enhanced Maternity and Paternity Leave. - Health & Wellbeing allowance of up to £30 per month. - Annual Summer and Xmas events. - Company socials including everything from Cambridge College formals, pub nights to team building events. - CPD Allowance alongside quarterly reflections to ring fence time for development and growth. - Private medical insurance and cash plan. - Holiday buy back scheme (up to 10 days p/a). - Employee Assistance Programme with a dedicated company counsellor.