[Remote] Account Executive (4-8 years B2B sales experience)

Note: The job is a remote job and is open to candidates in USA. QBench is a leading company in laboratory efficiency software, recognized for its innovative cloud-based solutions. They are seeking a consultative Account Executive to manage the full sales cycle, focusing on acquiring new customers in complex operational environments while maintaining pipeline health and revenue outcomes. Responsibilities • 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 • 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 • 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 • 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 • 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 • 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 Skills • 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 • Experience working in a fast-paced, startup environment • Strong communication skills and the ability to build credibility with operational and executive buyers • 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 • Experience selling into laboratories, scientific organizations, or regulated environments is a strong plus but not required • Familiarity with consultative or value-based selling methodologies (Challenger experience is a plus) Company Overview • QBench is a cloud-based Laboratory Information Management System (LIMS) that enables laboratories to streamline their operations. It was founded in 2015, and is headquartered in Newark, Delaware, USA, with a workforce of 11-50 employees. Its website is Apply tot his job