The Role
The Partnership Development Manager drives revenue growth within existing customer accounts by identifying upsell opportunities, engaging customers, and nurturing strategic relationships.
Summary Generated by Built In
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
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
Top Skills
Crm Tools
Eln
Lims
Workflow Automation Software
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The Company
What We Do
QBench is a cloud-based Laboratory Information Management System (LIMS) that enables labs to streamline their entire testing workflow, from sample receiving to automated results reporting. We’re the modern, configurable, easy-to-use solution that allows our customers to get a LIMS up and running faster.
QBench eliminates the need to have spreadsheets, shared network folders, and paper-based tracking systems.
Automate your entire lab with our developer-friendly API, Inventory Management, Customer Portal, Billing, and Quality Management System modules.
Contact us by email at [email protected] or phone at (888) 680-5834 to request a demo of our software!
