[Remote] Strategic Account Manager

Note: The job is a remote job and is open to candidates in USA. Cayuse is committed to empowering organizations in scientific research through integrated technology and exceptional service. They are seeking a Strategic Account Manager to drive growth within their existing client base, focusing on renewals and upsell opportunities while engaging clients in strategic conversations to deliver tailored solutions.ResponsibilitiesOwn the full renewal cycle for an assigned portfolio of accounts, ensuring on-time, successful contract renewalsProactively identify renewal risks and develop mitigation strategies to protect and grow recurring revenueTrack and manage renewal pipelines with discipline and accuracy, providing reliable forecasts to leadershipPartner with Customer Success to ensure clients are achieving measurable outcomes ahead of renewal conversationsNegotiate contract terms and pricing to maximize both client satisfaction and Cayuse’s revenue retentionIdentify and pursue upsell and cross-sell opportunities within the defined existing client base, aligning Cayuse’s expanded platform to client needsBuild and manage an active expansion pipeline, progressing opportunities from discovery through closeDevelop compelling business cases and ROI narratives that justify expanded investment in Cayuse’s solutionsCollaborate with Product and Marketing to understand new capabilities and translate them into client value propositionsWork with clients to design solution roadmaps that address near-term pain points and long-term strategic objectivesBuild and maintain deep, trust-based relationships with key stakeholders at multiple levels within client organizations, including executive sponsorsConduct strategic business reviews to align Cayuse’s roadmap with client goals and demonstrate ongoing value deliveryLead discovery conversations that surface unmet client needs, operational challenges, and strategic prioritiesServe as a trusted advisor—understanding clients’ research administration environments well enough to proactively recommend solutionsEngage senior stakeholders in forward-looking conversations about how Cayuse can support their institution’s growth and compliance objectivesPartner with internal teams—including Product, Professional Services, and Customer Success—to design tailored solutions that address specific client challengesLead consultative sales engagements from initial scoping through proposal, demonstration, and closeArticulate Cayuse’s platform value clearly and compellingly to both technical and non-technical audiencesPrepare and deliver customized presentations, proposals, and engage and inform internal SMEs on demos that connect Cayuse’s capabilities to client-specific outcomesNavigate complex procurement and approval processes within university and research institution environmentsWork closely with Customer Success Managers to ensure a seamless handoff between implementation and account growth motionsSurface client feedback and product gaps to Product and Engineering teams to inform the roadmapCollaborate with Revenue Operations to maintain accurate CRM data, pipeline health, and reportingPartner with Marketing on account-based initiatives, case studies, and client reference programsSkills5+ years of experience in account management, strategic sales, or a client-facing revenue role within a B2B SaaS companyDemonstrated track record of meeting or exceeding renewal and upsell/expansion targetsProven ability to lead strategic, consultative sales conversations with senior-level stakeholders, including C-suite and VP-level executivesStrong solution-selling skills—ability to diagnose client needs, develop tailored solutions, and articulate value clearly and persuasivelyExceptional communication, presentation, and negotiation skills with the ability to influence at multiple organizational levelsStrong commercial acumen—ability to manage pipeline, forecast accurately, and report on account health with disciplineCollaborative partner who can work effectively across Product, Customer Success, Services, and Marketing to drive client outcomesProficiency with CRM platforms (Salesforce preferred) and familiarity with modern sales methodologies (e.g., MEDDIC, Challenger, SPIN)Experience managing complex accounts in higher education, research administration, healthcare or similarly regulated enterprise environmentsBenefitsCompetitive Medical Benefits (PPO + HSA available)Vision, Dental, Short-Term Disability fully covered by CayuseUnlimited PTO + Holidays + Flexible Work ScheduleRemote Work StipendEqual Paid Parental Leave401k with Employer MatchingQuarterly Wellness ReimbursementRemote Work Environment, supporting the Ultimate Employee ExperienceCompany OverviewCayuse is a SaaS company that empowers globally connected research. It was founded in 1998, and is headquartered in Portland, Oregon, USA, with a workforce of 201-500 employees. Its website is http://cayuse.com.