Note: The job is a remote job and is open to candidates in USA. Cayuse is committed to empowering organizations in scientific research through integrated technology and exceptional service. They are seeking a Strategic Account Manager to drive growth within their existing client base, focusing on renewals and upsell opportunities while engaging clients in strategic conversations to deliver tailored solutions.
Responsibilities
- Own the full renewal cycle for an assigned portfolio of accounts, ensuring on-time, successful contract renewals
- Proactively identify renewal risks and develop mitigation strategies to protect and grow recurring revenue
- Track and manage renewal pipelines with discipline and accuracy, providing reliable forecasts to leadership
- Partner with Customer Success to ensure clients are achieving measurable outcomes ahead of renewal conversations
- Negotiate contract terms and pricing to maximize both client satisfaction and Cayuse’s revenue retention
- Identify and pursue upsell and cross-sell opportunities within the defined existing client base, aligning Cayuse’s expanded platform to client needs
- Build and manage an active expansion pipeline, progressing opportunities from discovery through close
- Develop compelling business cases and ROI narratives that justify expanded investment in Cayuse’s solutions
- Collaborate with Product and Marketing to understand new capabilities and translate them into client value propositions
- Work with clients to design solution roadmaps that address near-term pain points and long-term strategic objectives
- Build and maintain deep, trust-based relationships with key stakeholders at multiple levels within client organizations, including executive sponsors
- Conduct strategic business reviews to align Cayuse’s roadmap with client goals and demonstrate ongoing value delivery
- Lead discovery conversations that surface unmet client needs, operational challenges, and strategic priorities
- Serve as a trusted advisor—understanding clients’ research administration environments well enough to proactively recommend solutions
- Engage senior stakeholders in forward-looking conversations about how Cayuse can support their institution’s growth and compliance objectives
- Partner with internal teams—including Product, Professional Services, and Customer Success—to design tailored solutions that address specific client challenges
- Lead consultative sales engagements from initial scoping through proposal, demonstration, and close
- Articulate Cayuse’s platform value clearly and compellingly to both technical and non-technical audiences
- Prepare and deliver customized presentations, proposals, and engage and inform internal SMEs on demos that connect Cayuse’s capabilities to client-specific outcomes
- Navigate complex procurement and approval processes within university and research institution environments
- Work closely with Customer Success Managers to ensure a seamless handoff between implementation and account growth motions
- Surface client feedback and product gaps to Product and Engineering teams to inform the roadmap
- Collaborate with Revenue Operations to maintain accurate CRM data, pipeline health, and reporting
- Partner with Marketing on account-based initiatives, case studies, and client reference programs
Skills
- 5+ years of experience in account management, strategic sales, or a client-facing revenue role within a B2B SaaS company
- Demonstrated track record of meeting or exceeding renewal and upsell/expansion targets
- Proven ability to lead strategic, consultative sales conversations with senior-level stakeholders, including C-suite and VP-level executives
- Strong solution-selling skills—ability to diagnose client needs, develop tailored solutions, and articulate value clearly and persuasively
- Exceptional communication, presentation, and negotiation skills with the ability to influence at multiple organizational levels
- Strong commercial acumen—ability to manage pipeline, forecast accurately, and report on account health with discipline
- Collaborative partner who can work effectively across Product, Customer Success, Services, and Marketing to drive client outcomes
- Proficiency with CRM platforms (Salesforce preferred) and familiarity with modern sales methodologies (e.g., MEDDIC, Challenger, SPIN)
- Experience managing complex accounts in higher education, research administration, healthcare or similarly regulated enterprise environments
Benefits
- Competitive Medical Benefits (PPO + HSA available)
- Vision, Dental, Short-Term Disability fully covered by Cayuse
- Unlimited PTO + Holidays + Flexible Work Schedule
- Remote Work Stipend
- Equal Paid Parental Leave
- 401k with Employer Matching
- Quarterly Wellness Reimbursement
- Remote Work Environment, supporting the Ultimate Employee Experience
Company Overview
Cayuse is a SaaS company that empowers globally connected research. It was founded in 1998, and is headquartered in Portland, Oregon, USA, with a workforce of 201-500 employees. Its website is http://cayuse.com.