Strategic Account Manager

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

📋 Description

• Take ownership of the complete renewal process for a designated portfolio of accounts, ensuring timely and successful contract renewals.

• Actively identify renewal risks and create strategies to mitigate them, thereby protecting and enhancing recurring revenue.

• Diligently track and manage renewal pipelines with precision, providing dependable forecasts to leadership.

• Collaborate with Customer Success to guarantee that clients are achieving measurable results prior to renewal discussions.

• Negotiate contract terms and pricing to optimize client satisfaction and maximize revenue retention for Cayuse.

• Recognize and pursue upsell and cross-sell opportunities within the established client base, aligning Cayuse’s expanded offerings with client requirements.

• Establish and maintain an active expansion pipeline, advancing opportunities from discovery to closure.

• Create persuasive business cases and ROI narratives that advocate for increased investment in Cayuse’s solutions.

• Work alongside Product and Marketing to gain insights into new capabilities and convert them into compelling client value propositions.

• Collaborate with clients to design solution roadmaps that address immediate challenges and long-term strategic goals.

• Cultivate and sustain deep, trust-based relationships with key stakeholders at various levels within client organizations, including executive sponsors.

• Conduct strategic business reviews to align Cayuse’s roadmap with client objectives and showcase ongoing value delivery.

• Lead discovery discussions that reveal unmet client needs, operational obstacles, and strategic priorities.

• Act as a trusted advisor—gaining a comprehensive understanding of clients’ research administration environments to proactively suggest solutions.

• Engage senior stakeholders in forward-thinking dialogues about how Cayuse can facilitate their institution’s growth and compliance aims.

• Collaborate with internal teams—including Product, Professional Services, and Customer Success—to craft customized solutions that address specific client challenges.

• Oversee consultative sales processes from initial scoping through proposal, demonstration, and closing stages.

• Clearly and compellingly articulate the value of Cayuse’s platform to both technical and non-technical audiences.

• Prepare and present tailored presentations, proposals, and inform internal SMEs on demos that connect Cayuse’s capabilities to client-specific outcomes.

• Navigate intricate procurement and approval procedures within university and research institution environments.

• Collaborate closely with Customer Success Managers to ensure a smooth transition between implementation and account growth initiatives.

• Gather client feedback and identify product gaps to inform the roadmap for Product and Engineering teams.

• Work with Revenue Operations to maintain precise CRM data, monitor pipeline health, and ensure accurate reporting.

• Partner with Marketing on account-based initiatives, case studies, and client reference programs.

⛳️ Requirements

• A minimum of 5 years of experience in account management, strategic sales, or a client-facing revenue role within a B2B SaaS environment.

• Proven history of meeting or surpassing renewal and upsell/expansion targets.

• Established ability to lead strategic, consultative sales discussions with senior-level stakeholders, including C-suite and VP-level executives.

• Strong solution-selling capabilities—ability to assess client needs, develop customized solutions, and communicate value clearly and persuasively.

• Experience managing complex accounts in higher education, research administration, healthcare, or similarly regulated industries is preferred.

• Exceptional communication, presentation, and negotiation skills, with the capacity to influence at multiple organizational levels.

• Strong commercial awareness—ability to manage pipeline, forecast accurately, and report on account health with rigor.

• A collaborative partner who can effectively engage across Product, Customer Success, Services, and Marketing to drive client outcomes.

• Proficiency with CRM platforms (Salesforce preferred) and familiarity with contemporary sales methodologies (e.g., MEDDIC, Challenger, SPIN).

🏝️ 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