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About the Role
Benchling is seeking a Sales Strategy & Operations lead to serve as the analytical and operational backbone for the AMER sales organization. This role reports to the Head of RevOps and partners with sales leadership to manage the operating cadence, including annual planning, capacity modeling, forecasting, pipeline health, and quarterly business reviews. A key aspect of this role involves shaping the application of AI across the Go-To-Market organization by identifying impactful use cases and driving adoption. This is a highly cross-functional position requiring collaboration with Marketing, Strategic Finance, Sales Enablement, Deal Desk, and Business Intelligence to translate data into actionable decisions. The ideal candidate thrives in ambiguous environments, is adept at managing a complete operating rhythm, and desires to directly influence Benchling's go-to-market strategy.
Responsibilities
- Report directly to the Head of RevOps and partner closely with sales leadership on planning, prioritization, and execution
- Lead Sales Operations for the AMER region, from owning annual planning to running the day-to-day operating cadence
- Build sales capacity, coverage, and quota models that align hiring plans with revenue targets
- Size and segment the addressable market to inform territory design, whitespace analysis, and account prioritization; design and maintain territory planning
- Drive the sales forecasting methodology, delivering a defensible quarterly view and improving accuracy over time
- Own weekly pipeline reviews, forecast calls, and quarterly business reviews using data-driven insights to flag risks early and drive proactive decisions
- Help drive the analytical rhythm of the business by owning performance reporting and analyzing data to generate meaningful insights and recommendations
- Proactively drive operational efficiency and team productivity by continuously improving processes, tools, and reporting
- Shape the GTM AI roadmap, from defining high-impact use cases, building or buying the right solutions, and ensuring successful adoption of new capabilities
- Partner with cross-functional teams, including Marketing, Strategic Finance, Sales Enablement, Deal Desk, Technology & Systems, Business Intelligence, etc.
- Drive various high priority cross-functional initiatives from ideation and planning, through execution
Requirements
- 8+ years in Sales Strategy & Operations, Revenue Operations, or related analytical/GTM roles
- A builder mentality, with a track record of repeatable and scalable systems and processes
- A self-starter who thrives in ambiguity and brings structured thinking to solve problems and drive results
- Advanced analytical skills with the judgment to turn data into a clear recommendation
- Experience partnering cross-functionally with teams like Finance, Marketing, Enablement, and Product to drive shared initiatives
- Excited by applying AI/automation to GTM workflows, with a bias toward pragmatic, high-impact use cases over novelty
- Excellent written and verbal communicator who can flex between detailed analysis and executive-level narrative
Skills
- Sales Strategy & Operations
- Revenue Operations
- Analytical
- Go-To-Market (GTM)
- AI/Automation
- Communication
Location
- AMER
Work Type
- Hybrid
Experience Level
- 8+ years
About the Company
- We are rebuilding biotech for the AI era.
- Benchling is the AI platform for biotech R&D.
- Scientists use Benchling to design experiments, capture structured data, and run AI agents and models directly in their workflows.
- Over 200,000 scientists around the world trust Benchling to power their most important work, from academic labs to Sanofi, Moderna, and more than half of the world's top 50 biopharma.
- We’re building an AI scientist for our customers. We can’t do that if we haven’t built the muscle ourselves. AI fluency is the foundation we build on; it's core to how we work, and we're committed to helping every new hire integrate it into their day-to-day.
- As part of our interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today.
Equal Opportunity
- 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.