Senior Account Executive

Cayuse; Richmond (VA); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Competitive Medical Benefits

Vision, Dental, Short-Term Disability

Unlimited PTO + Holidays + Flexible W 

Remote Work Stipend

Equal Paid Parental Leave

401k with Employer Matching

Quarterly Wellness Reimbursement

Remote Work Environment

Job summary

Cayuse is seeking a Senior Account Executive in the United States to drive cloud-based eRA solutions for top research institutions. You will own the full sales cycle from prospecting to closing, expand the product suite within accounts, and collaborate with cross-functional teams to tailor demonstrations.

Ideal candidates have 5+ years of B2B SaaS sales, excellent communication skills, and a track record of quota attainment. The role involves some travel and strategic, account-based selling.

Qualifications

• 5+ years B2B SaaS sales experience.
• Full stack sales experience BDR/SDR experience.
• Demonstrated ability to build relationships and sell effectively in matrixed environments.
• Command of strategic selling process and tools.
• Excellent verbal and written communications skills.

Responsibilities

• Build and execute account plans; prospect and sell to the assigned territory.
• Expand product suite within existing accounts in the geographic/vertical area.
• Use Cayuse sales tools for tracking and CRM updates.
• Assist with sales campaigns via emails and follow-up calls.
• Travel as needed for client meetings (approx. 25%).
• Maintain accurate forecast in Salesforce; coordinate with services on quotes.

Skills

B2B SaaS sales

Full stack sales (BDR/SDR)

Relationship building

Strategic selling

Phone/Zoom/Email communication

Presentations to large groups

Team coordination

Sales methodologies (MEDDPICC)

Education

BA/BS degree or equivalent

Tools

Salesforce

Google Suite

Salesloft

Job 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. We build on that commitment with proven, integrated and easy-to-use technology that delivers exceptional value, and world class service and support that accelerates outcomes. But we are more than just an empowering platform powered by advanced technologies. We are a collaboration of exceptional, highly skilled people with multi-disciplinary expertise, and are building our team to support our ambitious growth plans. Cayuse's foundational strength comes from our customer and employee focused values and commitment to industry-leading solutions. It's an exciting time to become a key member of our growing team. As a Senior Account Executive for Cayuse, you'll work with some of the world's most prestigious research institutions. You will play a fundamental role in achieving our ambitious customer acquisition and revenue growth objectives. You must be comfortable making dozens of calls per day, working in support of account executives, generating interest, qualifying prospects and closing sales. You'll join an experienced Research Administration Sales Team that provides significant career development and growth opportunities while you bring exciting, new cloud-based eRA solutions to market. This position is responsible for building and expanding client relationships as well as identifying new business opportunities within the assigned territory. The Senior Account Executive will exceed sales targets, and collaborate with teams to deliver tailored solutions. The Senior Account Executive is responsible for the entire sales process from attracting and engaging potential customers to negotiating a contract and expanding the customer post sale.

Responsibilities

• Build and execute account plans. Prospect and sell to the assigned territory.
• Expand assigned product suite within existing account base within the geographic and vertical assigned.
• Use designated Cayuse sales tools (Salesforce, Google Suite, Salesloft) for tracking and maintaining all information in the sales process.
• Actively assist with sales campaigns by sending initial emails and making follow up calls.
• Participate in regional and national trade shows, trade-shows and company events.
• Willingness to study and learn the dynamics of the research administration industry and higher education.
• Organize product demonstrations on all Cayuse solutions in partnership with the assigned Solutions Consultant.
• Proficiently match solutions with customer needs and tailor demos to those needs.
• Travel as needed for client meetings and other activities (25% + of schedule).
• Maintain an accurate and timely forecast in Salesforce.
• Coordinate with Professional Services on service quotes when needed.
• Communicate client requests and market information.
• Attend assigned training sessions with the Sales Team.
• Regularly attend and seek product training to ensure expert knowledge in all assigned products.
• Management of the RFP/tender process as required by prospects.
• Meet or exceed activity requirements such as number of product demonstrations, to reach funnel development objectives.

Qualifications

• 5+ years B2B SaaS sales experience.
• Full stack sales experience BDR/SDR experience.
• Demonstrated ability to build relationships and sell effectively in matrixed prospect environments.
• Command of strategic selling process and tools.
• Effective telephone, zoom and email communication abilities.
• Ability to provide effective presentations in front of large audiences (5-100 people).
• Skilled at managing large internal project teams required to execute complex sales processes.
• BA/BS degree or equivalent experience is a firm requirement for this position.
• Track record of over-achieving quota.
• Strong phone presence and experience with coldcalling.
• Proficient with corporate productivity and web presentation tools.
• Experience working with Salesforce.com or similar CRM.
• Excellent verbal and written communications skills.
• Strong listening, presentation skills and demo experience.
• Ability to multi-task, prioritize, and manage time effectively.
• Familiar with MEDDPICC, Command of the Message, and other sales methodologies.

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

Our culture is one of inclusion and belonging where everyone feels respected, treated justly, supported and nourished. We all share responsibility for creating and sustaining a work environment where differences are celebrated and we are empowered to strive for excellence. We're proud to be an equal opportunity employer and actively seek to recruit, develop, and retain a diverse and talented workforce.