SMB Account Executive - job 1 of 2

As an SMB Account Executive at Benchling, your main responsibilities will include pipeline generation, sales forecasting, solution selling, and account engagement. You'll actively create and drive your own pipeline, engage with various stakeholders, communicate the value of Benchling's platform, and lead negotiations to close deals effectively. Your role is pivotal in expanding our customer base and enhancing sales outcomes.

To become an SMB Account Executive at Benchling, a bachelor's degree is preferred—with a life sciences focus being a plus. You should have 2-3 years of experience as a Sales Development Representative or around 1-2 years as an Account Executive. Knowledge of life sciences, strong sales forecasting skills, and dynamic communication abilities are essential for success in this role.

The salary range for the SMB Account Executive at Benchling is between $75,000 - $105,300. Additionally, because this position is eligible for the commission plan, on-target total earnings can reach between $150,000 to $210,600, depending on performance and experience.

Benchling supports work-life balance by offering flexible vacation options, mental health benefits, and a generous 401(k) plan with employer match. Furthermore, employees enjoy company-wide shutdowns during summer and winter holidays, ensuring time to recharge and enjoy personal pursuits.

At Benchling, teamwork is very much valued. As an SMB Account Executive, you'll collaborate with marketing, customer success, and product teams to ensure a seamless experience for clients. Sharing insights and strategies is encouraged, making use of everyone's strengths to drive growth and long-term customer satisfaction.

Benchling offers various training and professional development opportunities to its SMB Account Executives. This includes stipends for learning and development, continuous learning about industry trends, and access to resources that enhance both personal and professional growth, ensuring you stay competitive in the market.

Benchling is dedicated to diversity and inclusion, believing it enriches the team. We actively hire individuals from diverse backgrounds and experiences, and we stand by equal opportunity employment policies. The company thrives on a culture that values and respects all forms of diversity, creating a supportive environment for everyone.

In answering this question, highlight your experience with various lead generation techniques, such as networking, social media outreach, and targeted campaigns. Describe how you identify and engage potential clients, and share specific tools you use to track and optimize your pipeline effectively.

Explain your process for maintaining accurate sales forecasts. Include your methods for data analysis and how you adapt your forecasts based on new information or changing market conditions. Mention tools or software you utilize, such as Salesforce, to enhance your forecasting accuracy.

Outline your approach to negotiation by presenting a specific example where you navigated organizational complexities to secure a deal. Highlight your ability to understand different stakeholders' perspectives and how you aligned Benchling’s solutions to meet their specific needs.

Provide an example of how you've customized a presentation or proposal for a specific client. Discuss how you conducted research on the client’s business objectives and aligned your solutions with their priorities, illustrating your understanding of their challenges and demonstrating the value of your offerings.

Describe your background in the life sciences field, whether through previous job roles, education, or personal interest. Focus on your familiarity with relevant trends and technologies, and how this knowledge enhances your ability to engage effectively with clients in the biotech sector.

Discuss your techniques for building strong relationships with diverse stakeholders. Provide examples of how you've previously engaged with technical and business decision-makers, showcasing your skills in adapting your communication style to foster collaboration and trust among various personas.

Share strategies that have been effective for you, such as leveraging case studies, engaging prospects through webinars, or utilizing social media to showcase customer success stories. Discuss how you ensure your messaging resonates with different audiences within your target market.

Emphasize the habits and platforms you use to stay updated, such as subscribing to industry newsletters, following key thought leaders on social media, or participating in relevant forums. Explain how this knowledge contributes to your sales approach and helps you maintain a competitive edge.

Narrate a specific experience where you faced a challenging situation in your sales process. Explain the steps you took to address the challenge, the outcome, and what you learned from that experience, highlighting your resilience and problem-solving abilities.

Articulate your vision of success, which might include exceeding sales targets, developing deep client relationships, and contributing to team growth. Discuss how you measure success not just in numbers, but also in the impact you have on customer satisfaction and long-term company goals.