Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Create and implement a territory strategy to generate new customer opportunities and facilitate growth within designated accounts.

• Engage in targeted prospecting and follow up on inbound inquiries, BDR introductions, events, and referrals.

• Lead discovery sessions to comprehend customer processes, challenges, desired outcomes, and the costs associated with maintaining the current state.

• Link solution value to the priorities of users, leaders, and decision-makers.

• Foster stakeholder relationships, cultivate champions, and clarify decision criteria, funding, procurement requirements, and approval pathways using MEDDPICC.

• Collaborate with Solutions Consultants on tailored demonstrations and evaluations aligned with customer needs.

• Oversee proposals, RFP responses, pricing discussions, negotiations, and contracting through to signature.

• Ensure accurate opportunity records, next steps, and forecasts in Salesforce; identify risks and uphold commitments.

• Manage transitions to implementation and Customer Success, covering goals, scope, stakeholders, and sales commitments.

• Enhance product and industry knowledge, share customer and market insights, and engage in coaching, training, conferences, and customer meetings.

• Achieve or surpass revenue targets, build a robust pipeline, and provide actionable forecasts.

⛳️ Requirements

• 5 or more years of experience in B2B SaaS sales, managing the complete sales cycle from prospecting and discovery to negotiation and closure.

• A proven history of meeting and exceeding sales targets and creating pipeline through both personal outreach and team-generated opportunities.

• Experience in navigating complex sales scenarios involving multiple stakeholders, competing priorities, and formal purchasing procedures.

• Excellent listening, writing, and presentation abilities.

• A systematic and accountable approach to managing your territory; capable of prioritizing, responding promptly, maintaining up-to-date CRM records, and communicating proactively in a remote setting.

• Proficient in using a structured sales methodology such as MEDDPICC, with a willingness to learn and apply Challenger and GAP Selling techniques.

• Familiarity with Salesforce or a comparable CRM and sales engagement platforms.

• A bachelor’s degree or equivalent practical experience.

• Willingness to travel for customer meetings, conferences, and team activities, approximately 25% or more as required by business needs.

• Experience selling to higher education, healthcare, or research organizations is advantageous.

• Knowledge of research administration, sponsored projects, compliance, or related enterprise software is a plus.

• Experience coordinating RFP responses and collaborating with procurement, legal, and executive stakeholders is a plus.

🏝️ Benefits

• Competitive Medical Benefits (PPO + HSA available)

• Vision, Dental, and 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