• Serve as the day-to-day client lead across the engagement, working closely with internal teams, client stakeholders, and the account lead. • Participate in a standing weekly client status meeting (5:30-6:30pm PT), supplemented by ad hoc meetings, working sessions, and written communication through the client's preferred collaboration platforms. • Earn trust quickly, and keep it by being proactive, informed, and never caught flat-footed • Navigate ambiguity with confidence, especially in environments where strategy is set internally and requires strong translation into execution • Lead and support a cross-functional team across account, project management, strategy, creative, and production • Collaborate closely with the account lead on the business • Set the tone for how the team shows up: calm, accountable, and solutions-oriented • Create an environment where people feel supported, challenged, and motivated to do their best work • Partner closely with Project Management to oversee scope, staffing, budgets, estimates, timelines, and financial health of the engagement. • Surface risks early and proactively develop solutions before they impact delivery. • Maintain a high standard of work quality, ensuring deliverables meet both client expectations and audience needs.

Role Description Hi, my name is Kendall, Director of Sales here at Customer.io, and I'm looking for a Senior Account Executive to join my team. This is a full-cycle sales role where you'll own your number end to end. You'll have SDR and BDR support and qualified inbound demand from marketing, but I'm really looking for someone who sees outbound as their edge - not a last resort. Pipeline ownership is a big part of how we measure success on this team. - Drive new business through a mix of self-sourced outbound and inbound leads; run discovery calls (qualifying through MEDDPICC) and own the full sales cycle to close. - Work closely with SDR and BDR support, reviewing account targeting, sales strategy, and prospecting progress to assist in scheduling new meetings with key brands within our ICP. - Schedule and perform online demos with qualified prospects. - Uncover key business needs and problems, match Customer.io's solutions and features. - Own your key numbers! Report present and past sales, trends and costs, estimated and realized revenue, and administrative commitments for management. - Own your outbound motion - consistently self-source pipeline and take pride in building opportunities from the ground up. - Explain and demonstrate the features and merits of our products and services through value-based selling. - Leverage AI tools to work smarter - whether that's prospecting, research, call prep, or follow-up, we want people who are actively incorporating AI into how they sell. Qualifications - Top performer for 5+ years in a Senior Account Executive role (or similar), within the B2B SaaS environment. - Special consideration may be given to candidates with experience selling Marketing Technology products. - Proven track record of quota and goal achievement. - Familiarity with MEDDPICC or a similar sales framework. - Actively uses AI tools as part of your sales workflow - not just aware of them, but genuinely incorporating them into how you prospect, prep, and execute. - Excellent written and verbal communication skills are a must, as well as a professional and engaging phone presence. - Ability to identify customer business needs in order to recommend relevant solutions. - Ability to prioritize responsibilities in a fast-paced and dynamic environment. - You're a creative problem solver who can understand the customer problem and find the best solution regardless of what the customer is asking for. Benefits - Starting salary for this role is $115,000 base + $115,000 Variable = $230,000 OTE USD (or equivalent in local currency), depending on experience and subject to market rate adjustment. - 100% coverage of medical, dental, vision, mental health, and supplemental insurance premiums for you and your family. - 16 weeks paid parental leave. - Unlimited PTO. - Stipends for remote work and wellness. - A professional development budget. - And more. Company Description Over 9,000 companies - from scrappy startups to global brands - use our platform to send billions of emails, push notifications, in-app messages, and SMS every day. Customer.io powers automated communication that people actually want to receive. We help teams send smarter, more relevant messages using real-time behavioral data.

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.