Eligibility / Qualification Required:
Renewals & Revenue Retention- 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.
Upsell & Expansion- 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.
Strategic Client Engagement- 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.
Solution Development & Selling- 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.
Cross-Functional Collaboration- 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.
Qualifications- 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.
- Experience managing complex accounts in higher education, research administration, healthcare or similarly regulated enterprise environments preferred.
- 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).
How You’ll Be Measured- Renewal rate: on-time renewal of accounts and gross revenue retention within the assigned portfolio.
- Net revenue retention: growth of existing accounts through upsell and expansion, measured against quarterly and annual targets.
- Pipeline health: size, quality, and velocity of the expansion pipeline, including accuracy of forecasting.
- Client satisfaction: NPS and CSAT scores within the managed account portfolio.
- Strategic engagement depth: executive relationship coverage and quality of strategic business reviews conducted.
- Cross-functional impact: quality of client feedback surfaced internally and collaboration with Customer Success and Product teams.
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
_Cayuse does not accept agency resumes. Please do not forward resumes to our jobs alias or any Cayuse employees. Cayuse is not responsible for any fees related to unsolicited resumes._Our culture is one of inclusion and belonging where everyone feels respected, treated justly, supported and nourished. We all share responsibility for creating and sustaining a work environment where differences are celebrated and we are empowered to strive for excellence. We’re proud to be an equal opportunity employer and actively seek to recruit, develop, and retain a diverse and talented workforce.
Benefits
Health Insurance
Vision, Dental, Short-Term Disability fully covered by Cayuse
401k matching
401k with Employer Matching
Paid Parental Leave
Equal Paid Parental Leave
Paid Time Off
Unlimited PTO + Holidays + Flexible Work Schedule
Remote-Friendly
Remote Work Environment, supporting the Ultimate Employee Experience
How to Apply:
Apply through the official Startup Jobs application flow.
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