What are the responsibilities and job description for the Major Account Manager position at Menlo Ventures?

Biotechnology is rewriting life as we know it, from the medicines we take, to the crops we grow, the materials we wear, and the household goods that we rely on every day. But moving at the new speed of science requires better technology.

The information below covers the role requirements, expected candidate experience, and accompanying qualifications.

Benchling’s mission is to unlock the power of biotechnology. The world’s most innovative biotech companies use Benchling’s R&D Cloud to power the development of breakthrough products and accelerate time to milestone and market.

Come help us bring modern software to modern science.

ROLE OVERVIEW

We are seeking a motivated and results-driven Major Account Manager to join our team. In this role, you will be responsible for driving new business into different lines of business within your designated 1-2 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.

QUALIFICATIONS

You 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.

Familiarity with MEDDICC sales methodology is a plus but not required.

Knowledge of the life sciences industry, including : R&D, and / or IT functions is preferred but not required.

Bachelor’s degree - life sciences major is preferred but not required.

SALARY RANGE

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. For this role the base salary range is $150k-$200k. However, because this role is eligible to participate in Benchling's commission plan, it is common for employees in this role to receive total on-target earnings of $300k-$400k.

Total Compensation includes the following :

Competitive salary and equity

Broad range of medical, dental, and vision plans for employees and their dependents

Fertility healthcare and family-forming benefits

Four months of fully paid parental leave

401(k) Employer Match

Commuter benefits for in-office employees and a generous home office set up stipend for remote employees

Mental health benefits, including therapy and coaching, for employees and their dependents

Monthly Wellness stipend

Learning and development stipend

Generous and flexible vacation

Company-wide Summer & Winter holiday shutdown

Sabbaticals for 5-year and 10-year anniversaries

LI-Remote

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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.

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Salary : $150,000 - $200,000

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