GTM Strategy & Operations Lead (EMEA) - Benchling

We are rebuilding biotech for the AI era. When a breakthrough is delayed, the world waits. Getting a molecule from discovery to patients, or a crop from lab to field, involves thousands of slow, manual, disconnected steps. AI has the potential to change this, compressing decades of R&D work into years. 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 companies.

ROLE OVERVIEW

Benchling is looking for a GTM Strategy & Operations Lead to drive high-impact global initiatives, while providing in-region operational and analytical leadership and support for EMEA. Reporting to the Head of RevOps and partnering directly with sales leadership, you'll own the operating cadence that keeps the business running — from annual planning and capacity modeling to forecasting, pipeline health, and quarterly business reviews. You'll also shape how AI gets applied across the GTM org, identifying high-impact use cases and driving adoption. This is a highly cross-functional role: you'll work closely with Marketing, Strategic Finance, Sales Enablement, Deal Desk, and Business Intelligence to turn data into decisions. We're looking for someone who thrives on ambiguity, is comfortable owning a full operating rhythm end to end, and wants to have a direct hand in how Benchling scales its go-to-market motion.

Report directly to the Head of RevOps and partner closely with sales leadership on planning, prioritization, and execution.

• Lead Sales Operations for the EMEA 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.

QUALIFICATIONS

• 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.