[Hiring] Head of EMEA Enterprise Solution Consulting R&D @Benchling

Role Description

The Head of EMEA Enterprise Solution Consulting - R&D owns the technical, solution, and competitive strategy across Benchling's Enterprise Solution Consulting R&D (SC-RD) organization in EMEA. This role directly manages a team of Solution Consultants - R&D (Enterprise) as individual contributors. The role drives revenue by setting and enforcing engagement quality standards across all three segments — through alignment with customer needs, demonstrating value, and securing technical wins — while building the management bench beneath it.

The ideal candidate has experience as an individual contributor in presales, owning the technical sale, and possesses deep knowledge of R&D solutions in the biotech industry. They must demonstrate a proven track record of success selling to large global accounts and most recently have been in a leadership role.

Responsibilities

• Setting and Overseeing Engagement Quality Standards (org-wide, cross-segment):
  • Setting the technical sales process standard — pipeline generation (PG), 3 Why's development, champion building, MEDDICC, and Proof of Value planning and execution — and ensuring it is applied consistently across Strategic, SMB, and Enterprise engagements.
  • Ensuring high-quality SC engagements across Enterprise that meet customer needs, generate value, and secure the technical win — auditing quality directly for Enterprise ICs.
  • Applying deal strategy and close plan expertise to guide Proof of Value plans and solutioning — directly with Enterprise ICs.
  • Monitoring key deal activity across the full org and reallocating resources to ensure successful customer engagements.
  • Directly managing Enterprise SC-RD individual contributors: developing sales acumen, presentation and demo effectiveness, product knowledge, and champion-building relationships.
• Recruiting, Retention, and Org Design:
  • Recruiting and retaining a high-performance team.
  • Running a rigorous hiring process, career discussions, individual development plans, and goal-setting for direct ICs.
  • Owning cultural engagement across the Enterprise SC-RD org.
• Enterprise Relationship Management:
  • Building champions in Enterprise accounts and maintaining relationships with Executive Buyers (EBs) and key stakeholders, particularly on the largest or most complex Enterprise deals.

Qualifications

• A history of leading high velocity sales cycles with innovative scientific research and development models, large growth potential, and complex underlying needs.
• 2+ years of experience managing presales software (SaaS) solution consulting teams.
• Proven track record working with life science companies and comfort with biotech R&D processes and scientific concepts.
• Ability to confidently interface and build trust with VP and C-Level scientific & research leaders in fast-growing Biotech organizations.
• Deep knowledge of scientific software solutions and a strong understanding of its applications within a scientific environment.
• Familiarity with MEDDIC sales methodology is a plus but not required.
• Undergraduate degree and/or advanced degrees in Biology, Molecular Biology, Genetics, Biotechnology, Bioengineering, or a similar life science field.
• Willingness to travel to customer sites 25-30%.

Benefits

• 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.