Strategic Enterprise Client Director — Remote

Cayuse; United States; Hybrid; USD 150,000 - 230,000; Full time

Benefits offered by this job

401k with Employer Matching

Remote Work Stipend

Unlimited PTO + Holidays + Flexible  |

Vision, Dental, Short-Term Disability

Quarterly Wellness Reimbursement

Remote Work Environment

Job summary

Cayuse seeks a Client Relationship Director to lead strategic enterprise account relationships and guide platform adoption lifecycle. This executive role requires influencing C-suite stakeholders, orchestrating an internal matrix, and coaching a small team for measurable client outcomes.

The ideal candidate has a track record of sustaining retention and driving expansions, with strong negotiation and cross-functional leadership capabilities.

Qualifications

• 7–10+ years of experience in enterprise software sales, customer success, strategic client delivery, or key account management.
• 3–5+ years leading direct or cross-functional, highly matrixed enterprise account teams, including coaching and developing account managers.
• Proven experience steering Tier 1 SaaS/cloud deployments (e.g., enterprise research administration, ERP, HCM, SCM, or financial suites).
• Demonstrated track record of meeting or exceeding retention (GRR/NRR) and expansion targets.
• Advanced executive presence, with masterful negotiation, critical thinking, and communication skills and a record of influencing C-suite decisions under pressure.
• Understanding of global IT ecosystems, implementation lifecycles, global system integrators (SIs), and enterprise governance models.
• Financial data literacy: comfort with SaaS financial metrics, forecasting, data analytics, and performance KPIs.
• Experience selling into higher education, healthcare, research organizations, or similarly complex enterprise environments strongly preferred.
• Willingness to travel 30–50% for customer on-sites and executive reviews.

Responsibilities

• Strategic Account & Relationship Governance for a portfolio of high-value enterprise accounts.
• Lead high-profile Customer Business Reviews (CBRs), Steering Committees, and multi-year technology roadmap sessions focused on business outcomes and ROI.
• Guide enterprise customers through platform and landscape updates, ensuring their corporate strategy maps to Cayuse's product roadmap.
• Act as a player-coach: lead and develop two Strategic Account Managers while maintaining a high-value book of business.
• Partner with client business units post-implementation to maximize feature adoption and subscription value.
• Advise clients on operational readiness, change management, and governance best practices to sustain high user engagement.
• Establish, track, and interpret adoption and engagement metrics to address customer friction points proactively.
• Own the ongoing strategy for protecting the active client base, mitigating customer health risks, and managing BAR accounts.
• Coach the two Strategic Account Managers to identify cross-sell and upsell opportunities and build compelling business cases for license expansion.
• Oversee contract lifecycle alignment, partnering with the Strategic Account Managers to secure Net Retention Rate (NRR) milestones and provide reliable forecasts to leadership.

Skills

Executive presence

Negotiation

C-suite influence

Strategic thinking

Client relationship management

Team leadership

Enterprise software sales

Cross-functional collaboration

Education

Bachelor's degree in Business or Information Systems

MBA or equivalent advanced degree

Certifications such as MEDDPICC, Challenger, GAP Selling, PMP, Workday Deployment Methodologies

Tools

Salesforce

MEDDPICC

Challenger

GAP Selling

PMP

Workday Deployment Methodologies

ERP

HCM

SCM

Job description

Cayuse seeks a Client Relationship Director to lead strategic enterprise account relationships and guide platform adoption lifecycle. This executive role requires influencing C-suite stakeholders, orchestrating an internal matrix, and coaching a small team for measurable client outcomes.

The ideal candidate has a track record of sustaining retention and driving expansions, with strong negotiation and cross-functional leadership capabilities.