[Hiring] Account Executive @Cayuse

Role 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.

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.

What you will own:

• 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.
• Lead discovery that matters: Understand the customer’s current processes, challenges, desired outcomes, and cost of staying with the status quo.
• 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.
• Keep the team informed: Maintain accurate opportunity records, next steps, and forecasts in Salesforce.
• 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.

Qualifications

• 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.
• An organized, accountable approach to your territory.
• 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.

Requirements

• 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.

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