The Partnership Development Manager drives revenue growth within existing customer accounts by identifying upsell opportunities, engaging customers, and nurturing strategic relationships.
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
Similar Jobs
Payments • Software
The role involves developing innovative product partnerships with card network partners, negotiating agreements, managing projects, and coordinating cross-functional teams to support the execution of strategies that benefit Stripe's users.
Top Skills:
Card NetworksPayments
Other
Manage channel partnerships by providing in-person sales support, training partner reps, tracking performance metrics, and building relationships to drive sales.
Top Skills:
HubspotLooker Studio
Artificial Intelligence • Cloud • Sales • Security • Software • Cybersecurity • Data Privacy
The VP of Demand Programs will lead strategies to improve sales performance and productivity across SailPoint's global teams, aligning initiatives with corporate goals and fostering a high-performing team culture.
Top Skills:
Analytics PlatformsExcelPowerPoint
What you need to know about the Austin Tech Scene
Austin has a diverse and thriving tech ecosystem thanks to home-grown companies like Dell and major campuses for IBM, AMD and Apple. The state’s flagship university, the University of Texas at Austin, is known for its engineering school, and the city is known for its annual South by Southwest tech and media conference. Austin’s tech scene spans many verticals, but it’s particularly known for hardware, including semiconductors, as well as AI, biotechnology and cloud computing. And its food and music scene, low taxes and favorable climate has made the city a destination for tech workers from across the country.
Key Facts About Austin Tech
- Number of Tech Workers: 180,500; 13.7% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Dell, IBM, AMD, Apple, Alphabet
- Key Industries: Artificial intelligence, hardware, cloud computing, software, healthtech
- Funding Landscape: $4.5 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Live Oak Ventures, Austin Ventures, Hinge Capital, Gigafund, KdT Ventures, Next Coast Ventures, Silverton Partners
- Research Centers and Universities: University of Texas, Southwestern University, Texas State University, Center for Complex Quantum Systems, Oden Institute for Computational Engineering and Sciences, Texas Advanced Computing Center
