Account Executive

Job Description

Job Description

The exciting world of scientific research is fueled by people with a passion for solving complex problems. At Cayuse, we are committed to our customers' success by empowering organizations to conduct globally connected research that advances their impact on science, discovery and society. We build on that commitment with proven, integrated and easy-to-use technology that delivers exceptional value, and world class service and support that accelerates outcomes.

But we are more than just an empowering platform powered by advanced technologies. We are a collaboration of exceptional, highly skilled people with multi-disciplinary expertise, and are building our team to support our ambitious growth plans. Cayuse's foundational strength comes from our customer and employee focused values and commitment to industry-leading solutions. It's an exciting time to become a key member of our growing team.

Behind every research breakthrough are people navigating complex processes. Cayuse helps universities, healthcare systems, and research organizations simplify research administration and compliance so they can focus on moving research forward.  As an Account Executive, you'll help those organizations connect their challenges to solutions that make their work easier. You'll own your sales opportunities from the first conversation through contract signature, build your territory with intention, and bring the right people together to help customers make confident decisions.

If you like asking the question that gets people thinking, turning a complicated buying process into a clear plan, and celebrating a hard-earned win with your teammates, we'd like to meet you.

• Build your business. Develop and execute a territory plan that creates new customer opportunities and supports expansion within assigned accounts, in coordination with Strategic Account Managers and Customer Success.
• Create momentum. Combine consistent, targeted prospecting with timely follow-up on inbound interest, BDR introductions, events, and referrals. You'll have partners in pipeline generation and an active role in building your own.
• Lead discovery that matters. Understand the customer's current processes, challenges, desired outcomes, and cost of staying with the status quo. Connect solution value to the priorities of users, leaders, and decision makers.
• Guide complex buying decisions. Build relationships across stakeholders, develop champions, and clarify decision criteria, funding, procurement requirements, and the path to approval using MEDDPICC.
• Make every meeting count. Partner with Solutions Consultants on focused demonstrations and evaluations tied to customer needs, with clear next steps and shared expectations.
• Own the path to signature. Coordinate proposals, RFP responses, pricing discussions, negotiations, and contracting with the right internal partners. Align scope and commitments with approved capabilities and delivery plans.
• Keep the team informed. Maintain accurate opportunity records, next steps, and forecasts in Salesforce. Raise risks early, ask for support when needed, and follow through on commitments.
• Set customers up for a strong start. Coordinate a clear handoff to implementation and Customer Success, including goals, scope, stakeholders, and commitments made during the sales process.
• Stay curious. Build your product and industry knowledge, share customer and market insights, and participate in coaching, training, conferences, and customer meetings.

• 5 or more years of B2B SaaS sales experience, with ownership of the full sales cycle from prospecting and discovery through negotiation and closing.
• A track record of achieving and exceeding sales goals and building pipeline through your own outreach as well as team generated opportunities.
• Experience navigating complex sales with multiple stakeholders, competing priorities, and formal purchasing processes.
• Strong listening, writing, and presentation skills. You can explain value clearly, ask thoughtful questions and adapt your approach to different audiences.
• An organized, accountable approach to your territory. You prioritize well, respond promptly, keep your CRM current and communicate proactively in a remote environment.
• Comfort using a structured sales methodology such as MEDDPICC, with a willingness to learn and apply Challenger and GAP Selling principles.
• Experience with Salesforce or a similar CRM and sales engagement tools.
• A bachelor's degree or equivalent practical experience.
• Ability to travel for customer meetings, conferences, and team activities, approximately 25% or more as business needs require.

• Experience selling to higher education, healthcare, or research organizations.
• Familiarity with research administration, sponsored projects, compliance, or related enterprise software.
• Experience coordinating RFP responses and working with procurement, legal, and executive stakeholders.

You meet or exceed your revenue goals, build a healthy pipeline, and deliver a forecast the team can use to plan. Customers know what comes next, your teammates can count on you, and your opportunities move forward because you understand the buying process and help customers navigate it.

You don't need to arrive knowing every research acronym. Bring a strong sales foundation, a willingness to learn, and the drive to own your business. There's a lot to learn here and meaningful work to help move forward.

• 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.