Account Executive

QBench • Full-time • Remote (US) • $120k - $240k / year • 3m ago

Why this is a career acceleration moment for you:

At QBench, we’re not just creating software; we’re shaping the future of laboratory efficiency. Rated #1 on G2’s Highest-Rated and Easiest To Use LIMS lists, QBench is shaking up the notoriously behind-the-times LIMS (Laboratory Information Management System) market with an innovative cloud-based operating system for the modern lab. Our flexible, intuitive, and modern product is rewriting the playbook for laboratory productivity by empowering users and administrators to easily manage and modify their LIMS through no-code and admin-friendly tools. As a market leader, we offer a unique opportunity to be part of a fast-growing company and directly contribute to enhancing scientific discovery and innovation.

We’re in growth mode, and we’re looking to expand every department to meet rapidly growing demand. With a record sales year in 2024, we’re seeking specific talent that will directly impact QBench continuing to rocketship to new heights.

https://qbench.com/careers

Job Summary:

QBench Account Executives (AEs) are responsible for meeting quarterly revenue goals through inbound and outbound sales efforts. This is a full cycle sales role where AEs manage deals from creation to close. AEs are expected to conduct their own discovery calls, product demo’s, scope of work calls, technical calls, pricing calls, closing calls, etc. Laboratory Information Management System (LIMS) product sales is a highly considered purchase for companies and they come with a very consultative sales cycle that, at times, require complex and customized offerings. AEs work closely with internal sales enablement resources like Scientific Sales Engineers and Technical Sales Engineers to provide subject matter expertise and best practice guidance throughout the sales cycle. AEs are required to work with their buyers to develop a deep understanding of workflow current state and how the QBench offering can specifically address their requirements.

QBench customers can range from 1-5 employee organizations with very straightforward use cases all the way to Fortune 100 enterprises with complex RFP/RFQ requirements that involve custom development, regulatory adherence, custom pricing or support terms, business cases, mutual action plans, potential onsite travel, etc. AEs are expected to be extremely well spoken and written. Our customer base is the highly educated and academically accomplished e.g. PhDs, MDs, Chief Scientific Officers, Lab Directors, QA Deputy’s, and Research Directors from various industries such as biotechnology, next generation sequencing, cancer research, diagnostics, analytical chemistry, microbiology, consumer goods material science, environmental, agriculture and more.

Responsibilities:

Meet or exceed quarterly ARR quota through inbound and outbound sales efforts.
Manage inbound leads provided by the company per guidelines.
Strategic outbound prospecting by phone, email, LinkedIn, social, etc.
Full cycle sales: Host discovery calls, product demos, scope of work calls, technical calls, pricing calls, closing calls, etc.
Work with QBench Technical Sales Engineers and Scientific Sales Engineers to address complex workflow requirements, regulatory compliance, integrations, technical architecture, etc.
Log all sales activity within CRM (existing automations in place to reduce AE admin work).
Performance reporting - Attend deal review calls, forecasting calls, and weekly sales meetings.
Adopt proven “3 Moments of Truth”’ sales strategy to efficiently move deals through sales cycle.
Natural ability to develop strong consultative relationships with stakeholders to obtain the trust required to influence buyers on complex business challenges and goals.
Conduct deep-dive investigations of each prospect's current state.
Ability to solution engineer on call and match product offerings to prospects' needs.
Respond to lengthy requirements emails, documents, or RFP/RFI/RFQs.
Create and enforce Mutual Action Plans (MAPs) to maintain evaluation milestones.
Ongoing independent learning - Stay updated on industry trends and competitor offerings to position QBench as a market leader.

Requirements:

3+ years in complex mid-market or enterprise B2B SaaS sales.
Familiarity with life sciences / biotechnology
Proven track record of consistently hitting quota.
Experience independently managing full-cycle sales.
Extremely strong written, verbal & presentation skills.
Ability to navigate various regulatory landscapes (FDA, ISO/IEC, EPA, etc.).
Complex workflow comprehension - Ability to digest complex use cases, re-articulate, and collaboratively work towards a desired outcome workflow.
Hyper organizational & meticulous attention to detail.
Self-starter and intrapreneur mindset.
Meshes well with existing fast-paced, startup SaaS culture.
Works well in ever changing environments and enjoys having a direct impact on dept. growth.
Goal-oriented mindset with an independent drive to exceed targets, set new records, test out new industry sectors, and collaborate on new revenue streams.

What should be true about you:

You are a natural at building relationships. You have a knack for getting strangers to share personal stories with you. You know how to diagnose business problems and suggest the right solutions. You love to hunt for new business, and you believe that you can close any customer if you are given the chance. You are just as comfortable selling a $100K deal as you are selling a $15K deal. You love to get into the details of the product so you can connect a prospect’s pain points directly to how the product addresses those. You’re not afraid to talk ROI with executives because you always do the work to understand how the product you’re selling will impact the businesses you sell it to. You take ownership of your work and your outcomes, and you want to be a part of a team that has similar values.

We’re in growth mode, and we’re looking to expand every department to meet rapidly growing demand. With back-to-back-to-back record sales quarters in 2024 we’re seeking specific talent that will directly impact QBench continuing to rocketship to new heights.

Compensation: