Account Executive - Cayuse

About Cayuse

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 simplify research administration and compliance for universities, healthcare systems, and research organizations so they can focus on moving research forward.

About the Role

As an Account Executive, you will help research institutions connect their operational challenges to solutions that make their work easier. You will own sales opportunities from initial conversation through contract signature, develop your territory with intention, and bring key stakeholders together to guide confident buying decisions.

What You Will Own

• Build your business: Develop and execute a territory plan that generates new customer opportunities and supports account expansion alongside Strategic Account Managers and Customer Success.
• Create momentum: Combine targeted outbound prospecting with timely follow-up on inbound interest, BDR introductions, events, and referrals.
• Lead discovery: Uncover current processes, pain points, desired outcomes, and the cost of inaction. Connect solution value directly to stakeholder priorities.
• Guide complex buying decisions: Cultivate champions, navigate procurement requirements, and align decision criteria, funding, and approval processes using MEDDPICC.
• Deliver focused presentations: Partner with Solutions Consultants to conduct tailored product demonstrations tied directly to customer requirements.
• Own the path to signature: Coordinate proposals, RFP responses, pricing discussions, negotiations, and contract execution with internal partners.
• Maintain pipeline hygiene: Manage opportunity stages, next steps, and accurate forecasting within Salesforce.
• Ensure smooth onboarding: Facilitate handoffs to implementation and Customer Success teams with clear documentation of scope, goals, and commitments.
• Stay curious: Continuously build product and domain expertise while participating in sales coaching, training, and industry conferences.

What You Will Bring

• 5+ years of B2B SaaS sales experience with full-cycle ownership from prospecting through negotiation and closing.
• Proven track record of meeting or exceeding revenue targets through self-sourced outreach and inbound pipeline.
• Experience navigating complex, multi-stakeholder enterprise sales and formal purchasing processes.
• Strong active listening, consultative discovery, and presentation skills across diverse audiences.
• High organization and accountability with strong CRM discipline in a remote environment.
• Familiarity with structured sales methodologies like MEDDPICC, Challenger, or GAP Selling.
• Hands-on experience with Salesforce and modern sales engagement tools.
• Bachelor’s degree or equivalent practical experience.
• Willingness and ability to travel approximately 25% or more for customer visits, conferences, and team events.

Nice to Have

• Prior experience selling into higher education, healthcare, or scientific research organizations.
• Familiarity with research administration, sponsored projects, or compliance software.
• Direct experience leading RFP responses and negotiating with procurement and legal stakeholders.

Benefits

• Competitive Medical Benefits (PPO + HSA available)
• Fully covered Vision, Dental, and Short-Term Disability insurance
• Unlimited PTO, paid holidays, and flexible scheduling
• Remote work stipend
• Equal paid parental leave
• 401(k) retirement plan with employer matching
• Quarterly wellness reimbursement
• Fully remote work environment