Strategic Account Manager at 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 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. Cayuse is seeking a Strategic Account Manager to drive growth within our existing client base. This role is the primary owner of renewals and upsell across a portfolio of accounts, responsible for ensuring clients renew and expand their investment in Cayuse’s platform. The Strategic Account Manager brings a consultative, solutions-oriented approach—engaging clients in strategic conversations, identifying evolving needs, and crafting tailored solutions that deliver measurable value. The ideal candidate is a commercially driven relationship builder who can navigate complex organizations, influence senior stakeholders, and position Cayuse as an indispensable partner. This role requires equal parts strategic thinking, solution selling, and disciplined execution. Responsibilities Renewals & Revenue Retention • Own the full renewal cycle for an assigned portfolio of accounts, ensuring on-time, successful contract renewals. • Proactively identify renewal risks and develop mitigation strategies to protect and grow recurring revenue. • Track and manage renewal pipelines with discipline and accuracy, providing reliable forecasts to leadership. • Partner with Customer Success to ensure clients are achieving measurable outcomes ahead of renewal conversations. • Negotiate contract terms and pricing to maximize both client satisfaction and Cayuse’s revenue retention. Upsell & Expansion • Identify and pursue upsell and cross-sell opportunities within the defined existing client base, aligning Cayuse’s expanded platform to client needs. • Build and manage an active expansion pipeline, progressing opportunities from discovery through close. • Develop compelling business cases and ROI narratives that justify expanded investment in Cayuse’s solutions. • Collaborate with Product and Marketing to understand new capabilities and translate them into client value propositions. • Work with clients to design solution roadmaps that address near-term pain points and long-term strategic objectives. Strategic Client Engagement • Build and maintain deep, trust-based relationships with key stakeholders at multiple levels within client organizations, including executive sponsors. • Conduct strategic business reviews to align Cayuse’s roadmap with client goals and demonstrate ongoing value delivery. • Lead discovery conversations that surface unmet client needs, operational challenges, and strategic priorities. • Serve as a trusted advisor—understanding clients’ research administration environments well enough to proactively recommend solutions. • Engage senior stakeholders in forward-looking conversations about how Cayuse can support their institution’s growth and compliance objectives. Solution Development & Selling • Partner with internal teams—including Product, Professional Services, and Customer Success—to design tailored solutions that address specific client challenges. • Lead consultative sales engagements from initial scoping through proposal, demonstration, and close. • Articulate Cayuse’s platform value clearly and compellingly to both technical and non-technical audiences. • Prepare and deliver customized presentations, proposals, and engage and inform internal SMEs on demos that connect Cayuse’s capabilities to client-specific outcomes. • Navigate complex procurement and approval processes within university and research institution environments. Cross-Functional Collaboration • Work closely with Customer Success Managers to ensure a seamless handoff between implementation and account growth motions. • Surface client feedback and product gaps to Product and Engineering teams to inform the roadmap. • Collaborate with Revenue Operations to maintain accurate CRM data, pipeline health, and reporting. • Partner with Marketing on account-based initiatives, case studies, and client reference programs. Qualifications • 5+ years of experience in account management, strategic sales, or a client-facing revenue role within a B2B SaaS company. • Demonstrated track record of meeting or exceeding renewal and upsell/expansion targets. • Proven ability to lead strategic, consultative sales conversations with senior-level stakeholders, including C-suite and VP-level executives. • Strong solution-selling skills—ability to diagnose client needs, develop tailored solutions, and articulate value clearly and persuasively. • Experience managing complex accounts in higher education, research administration, healthcare or similarly regulated enterprise environments preferred. • Exceptional communication, presentation, and negotiation skills with the ability to influence at multiple organizational levels. • Strong commercial acumen—ability to manage pipeline, forecast accurately, and report on account health with discipline. • Collaborative partner who can work effectively across Product, Customer Success, Services, and Marketing to drive client outcomes. • Proficiency with CRM platforms (Salesforce preferred) and familiarity with modern sales methodologies (e.g., MEDDIC, Challenger, SPIN). How You’ll Be Measured • Renewal rate: on-time renewal of accounts and gross revenue retention within the assigned portfolio. • Net revenue retention: growth of existing accounts through upsell and expansion, measured against quarterly and annual targets. • Pipeline health: size, quality, and velocity of the expansion pipeline, including accuracy of forecasting. • Client satisfaction: NPS and CSAT scores within the managed account portfolio. • Strategic engagement depth: executive relationship coverage and quality of strategic business reviews conducted. • Cross-functional impact: quality of client feedback surfaced internally and collaboration with Customer Success and Product teams. 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 Cayuse does not accept agency resumes. Please do not forward resumes to our jobs alias or any Cayuse employees. Cayuse is not responsible for any fees related to unsolicited resumes. 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.