Account Executive

• Drive new business within the assigned territory
• Build and maintain relationships with key stakeholders across multiple personas within accounts
• Generate 80% of pipeline by identifying new business opportunities and engaging prospects and customers
• Develop and maintain accurate sales forecasts within +/- 10 of goal
• Communicate platform value through tailored presentations and proposals
• Lead negotiations, address objections, navigate organizational complexities, and secure new business agreements
• Understand account needs and align Benchling’s solutions with business objectives
• Collaborate with marketing, product, customer success, and Channel teams
• Stay informed about industry trends, competitors, and emerging technologies
• Drive sales processes using Pipeline Generation, 3 Why’s, Champion Building, MEDDICC, and Command of the Message
• Maintain account integrity and opportunity data in Salesforce

Strategic Account Executive – Nordics

• Own the full sales cycle for a named book of enterprise accounts, from first meeting to signed contract
• Build and run a pipeline through targeted outbound, events, and partner co-selling with ERP vendors and implementation partners
• Sell to CFOs, VPs of Finance, and Heads of FP&A while engaging IT, procurement, security, and legal
• Run complex evaluations including discovery, business cases, proofs of concept, and competitive displacements
• Forecast with discipline and maintain a clean CRM pipeline
• Work with Solutions Engineering, Product, and Leadership to shape deals
• Feed market feedback into the product roadmap
• Own a named territory of enterprise and upper mid-market accounts across EMEA
• Show customers a better foundation for planning and win business against legacy tools or spreadsheets

Enterprise Account Executive, EMEA

• Own and exceed revenue targets for the assigned region
• Lead the full sales cycle from SQL to close, including discovery, demos, proposals, security reviews, and commercial negotiation
• Conduct deep discovery with logistics, procurement, supply chain, and operations stakeholders
• Deliver tailored product demos and business cases focused on measurable ROI and operational impact
• Manage complex buying committees and long sales cycles across multiple stakeholders
• Partner with BDRs on account strategy, events, and outbound initiatives within the region
• Collaborate closely with Onboarding and Operations to ensure smooth handoff and fast time-to-value
• Maintain accurate pipeline management, forecasting, and CRM hygiene in HubSpot
• Represent Nauta in customer meetings, industry events, and regional initiatives
• Provide structured feedback to Marketing, Product, and Leadership to inform GTM strategy and regional execution