ROLE OVERVIEW

Benchling is hiring a Head of Regulated Labs Market Strategy, who will be responsible for creating and executing a multi-year strategy to address regulated labs. For Benchling, regulated labs encompass labs working under both Good Laboratory Practices (GLP), for example bioanalytical labs, and Good Manufacturing Practices (GMP), for example quality control labs. We are looking for an entrepreneurial individual that thrives on results, enjoys the zero to one of market creation, and is passionate about scientific and software advances in the life sciences. In addition, successful candidates will demonstrate structured thinking, exceptional communication skills, and deep empathy for our customers.

As a Market Strategy leader, you’re accountable for setting and iterating on the market strategy, developing multi-year customer adoption and revenue targets, and achieving those targets through go-to-market execution. Market Strategy leaders regularly collaborate with senior management, product management, and all of our go-to-market (GTM) functions.

The ideal candidate will have experience in regulated labs and deeply understands how software can solve our customers’ most important problems and drive business outcomes. Prior experience working in strategy, product management/marketing/strategy, or IT/digital roles is strongly preferred.

RESPONSIBILITIES

• Conduct primary qualitative and quantitative customer research to understand key problems, buyer personas, and unmet needs, partnering closely with in-house subject matter experts and external advisors
• Map and assess the competitive landscape and value chain/ecosystem
• Forge and foster strategic customer and user relationships; build a network of trusted customer advisors that can support strategy development
• Develop a multi-year strategic plan for the target end markets, inclusive of customer adoption and revenue; set annual and quarterly targets
• Lead a regular cadence of execution reviews designed around near-term targets alongside broader quarterly strategic reviews of the business post launch
• Collaborate closely with product, product marketing, enablement, sales, and customer experience teams to build, launch, sell, and grow adoption in new markets
• Develop high-level product strategy with product management, focusing on which segments to pursue, long-term product differentiation, and milestone sequencing
• Develop high-level messaging, including core value proposition and positioning with product marketing
• Develop a sales roadmap and work with pre-sales and sales to develop and message key demos, guide key deals, and grow early customer adoption
• Support partnership and business development activities

QUALIFICATIONS

• 8+ years of direct experience and exposure to software in regulated biopharma labs; experience may originate from biopharma companies, consulting, or software companies
• Likely possess a degree (Bachelors, Masters, Doctorate) in a scientific domain (e.g., biology, computational biology, chemistry, etc.)
• Possess a product-centric view of problem solving and an understanding of commercialization/go-to-market (GTM) in subscription software companies
• Entrepreneurial mindset with a strong will to win in the marketplace
• Bias towards execution and proving ideas with customers
• Think in frameworks and first principles; comfortable explaining the “why” behind your thinking
• Communicate clearly across all mediums, especially written
• High degree of organization and attention to detail; ability to plan in days, weeks, months, quarters, and years
• Prioritize well and move easily between long-term projects and short-term deal sprints
• Invest in building reusable processes and work products

SALARY RANGE

Benchling takes a market-based approach to pay. The candidate's starting pay will be determined based on job-related skills, experience, qualifications, interview performance, and work location. For this role the base salary range is $219,980 to $297,620.

To help you determine which zone applies to your location, please see this resource. If you have questions regarding a specific location's zone designation, please contact a recruiter for additional information.

• Competitive salary and equity
• Broad range of medical, dental, and vision plans for employees and their dependents
• Fertility healthcare and family-forming benefits
• Four months of fully paid parental leave
• 401(k) + Employer Match
• Commuter benefits for in-office employees and a generous home office set up stipend for remote employees
• Mental health benefits, including therapy and coaching, for employees and their dependents
• Monthly Wellness stipend
• Learning and development stipend
• Generous and flexible vacation
• Company-wide Summer & Winter holiday shutdown
• Sabbaticals for 5-year and 10-year anniversaries

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