Account Executive (4-8 years B2B sales experience)

About Qbench At QBench, we’re not just creating software; we’re shaping the future of laboratory efficiency. Rated #1 on G2 for Highest-Rated LIMS and Easiest To Use LIMS, QBench is shaking up the notoriously behind-the-times LIMS market with an innovative cloud-based operating system for laboratories. 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. We’re seeking specific talent that will directly fuel QBench to new heights. About the Role We’re looking for a consultative, value-driven Account Executive to help us grow our customer base across large SMB and mid-market companies. This is a full-cycle, new-logo role focused on selling into complex, operations-driven environments where trust, credibility, and problem-solving matter as much as product features. While QBench generates a strong volume of inbound demand and has dedicated outbound support, this role carries full ownership of pipeline health and revenue outcomes. Successful AEs at QBench are proactive, curious, and comfortable building their own momentum when needed, whether that’s prospecting, improving how we sell, or identifying better ways to engage our buyers. This role is ideal for someone who thrives in high-growth environments, enjoys refining and improving sales motions, and wants to be part of a team that values thoughtful selling, long-term customer fit, and continuous improvement. What You’ll Do: Own the Full Sales Cycle for New Logo Acquisition - Manage opportunities from first conversation through close, onboarding handoff, and initial customer success alignment. - Run a consultative sales process that uncovers customer pain, operational complexity, and success criteria. - Guide multiple stakeholders (including lab operations leaders, quality teams, IT, and end users) through a thoughtful buying process. Build and Maintain a Healthy, Predictable Pipeline - Convert inbound demand into high-quality opportunities while proactively creating additional pipeline as needed. - Take ownership of pipeline coverage, deal progression, and forecasting accuracy. - Balance speed and rigor to maintain deal velocity without sacrificing quality or fit. Sell Value, Not Features - Lead value-based conversations that connect QBench’s capabilities to operational efficiency, compliance, and long-term scalability. - Challenge assumptions and help prospects reframe problems where appropriate. - Deeply uncover and understand prospect pain, then sell against that pain. - Ensure deals are sold honestly and transparently, setting clear expectations that support long-term customer success. Partner Cross-Functionally to Win and Retain Customers - Collaborate closely with Marketing, BDRs, Solutions Consulting, Technical Account Managers, Product, and Customer Success. - Coordinate internal resources to deliver strong demos, trials, and evaluations. - Support smooth post-sale handoffs to ensure alignment on goals, scope, and success metrics. Provide Market and Customer Feedback - Share insights from the field to inform messaging, enablement, pricing and packaging, and product roadmap decisions. - Help refine ICP focus, qualification standards, and sales process improvements as the company scales. Contribute to a Strong, Scalable Sales Culture - Follow and help evolve QBench’s sales process in a fast-changing environment. - Experiment with new approaches, learn from results, and share best practices with the broader team. - Act as a steward of QBench’s values in every customer interaction. What You’ll Need to Succeed: - Ownership & Accountability: Takes full responsibility for pipeline health, deal quality, and outcomes without relying solely on inbound flow. Hit quarterly ARR targets. - Consultative Selling Mindset: Comfortable selling complex software into operationally critical environments using value-based, insight-led conversations. - Builder Mentality: Enjoys improving processes, messaging, and approaches rather than simply executing a static playbook. - Customer-Centric Integrity: Prioritizes long-term customer success and fit over short-term wins. - Analytical Rigor: Understands deal economics, pipeline dynamics, and forecasting; uses data to guide decisions. - Cross-Functional Collaboration: Works effectively with Marketing, Product, CS, and technical teams to win and retain customers. - Learning Agility: Quickly absorbs new industries, technical concepts, and evolving go-to-market strategies. Qualifications: - 4–8+ years of closing experience in B2B software sales with consistent quota achievement. - Proven success selling new logos in a midmarket or large SMB context but with a consultative process. - Experience running full-cycle sales processes with multiple stakeholders and ~90-day sales cycles. - Familiarity with consultative or value-based selling methodologies (Challenger experience is a plus). - Experience selling into laboratories, scientific organizations, or regulated environments is a strong plus but not required. - Experience working in a fast-paced, startup environment. - Strong communication skills and the ability to build credibility with operational and executive buyers. Why join Qbench: - Sell a mission-critical platform to customers doing meaningful scientific and operational work. - Work for a company with strong inbound interest and a commitment to marketing and growing inbound interest as we continue to scale. - Join a fast-growing, stable, vertical SaaS company with significant market opportunity ahead. - Work closely with a collaborative Revenue, Product, and Customer Success team. - Have real influence on how we sell, who we sell to, and how the company evolves. - Grow your career, whether you want to deepen your impact as an individual contributor or pursue leadership opportunities over time. Apply tot his job