Partnership Development Manager

QBench is a modern, configurable LIMS platform that helps laboratories streamline operations, improve efficiency, and scale with confidence. From diagnostics to environmental testing to manufacturing QA/QC, QBench empowers labs with automation, workflow orchestration, and robust data management. As we continue expanding, we are seeking a high-performing expansion-focused executive to grow revenue inside our current customer base.

Role Overview

The Partnership Development Manager is a quota-carrying individual contributor responsible for generating new expansion revenue within QBench’s existing customer accounts. This includes identifying growth opportunities, developing multi-threaded relationships, and closing upsell and cross-sell deals that expand customer adoption of QBench.

This is a proactive, farmer-style role within the Customer Success ecosystem—ideal for someone who thrives on identifying opportunities, engaging with customers strategically, and consistently beating growth targets. It is also a first-of-its-kind role at QBench, so the ideal candidate will participate in refining the role and optimizing for customer growth.

Key Responsibilities

Expansion Revenue Growth
• Own and exceed a monthly/quarterly expansion revenue quota across an assigned set of customer accounts.
• Proactively identify opportunities for additional modules, users/seats, integrations, professional services, and new site or department expansions.
• Drive outbound outreach to uncover expansion needs and build a healthy pipeline.

Customer Engagement & Solution Selling
• Build strong, strategic relationships with key roles within customer organizations, including operations leads, lab directors, IT managers, and quality teams.
• Conduct detailed discovery to understand customer workflows, pain points, and growth areas.
• Deliver compelling value propositions, product demos, proposals, and pricing discussions.
• Lead expansion deal cycles from identification through negotiation and close.

Cross-Functional Alignment
• Collaborate closely with Customer Success Managers and Technical Account Managers to understand account health, adoption, and risks.
• Partner with Product and Solutions teams to tailor expansion offerings to customer requirements.
• Work with Implementation or Support teams to ensure smooth deployment of newly purchased services or modules.
• Provide real-world customer insights to influence roadmap and product improvements.

Operational Execution & Forecasting
• Maintain accurate CRM data, forecasts, activity tracking, and opportunity notes.
• Contribute to territory planning and install base strategy development.
• Support process improvements that strengthen expansion workflows and customer lifecycle management.

Qualifications

Required
• 3+ years of SaaS sales, expansion, or hybrid customer success/sales experience in a quota-carrying role.
• Proven record of meeting or exceeding revenue targets.
• Strong hunter mentality within existing accounts—comfortable driving outreach, navigating organizations, and owning the deal cycle.
• Excellent communication, negotiation, and presentation skills.
• High degree of organization and disciplined use of CRM tools.
• Ability to understand technical workflows and communicate complex value propositions.

Preferred
• Experience selling into laboratories, life sciences, diagnostics, environmental testing, or regulated industries.
• Familiarity with LIMS, ELN, workflow automation software, or similar systems.
• Background collaborating with cross-functional teams in a fast-paced SaaS environment.

Success Indicators
• Consistent attainment or overachievement of expansion quota.
• Strong pipeline of qualified expansion opportunities across assigned accounts.
• Increased value and adoption across customer accounts through targeted expansions.
• High alignment and collaboration with Customer Success to drive long-term customer value.
• Strong customer satisfaction tied to consultative, value-focused engagements.

Salary Range: US$ 85,000 - 90,000/annually