Director of Sales

🕒 il y a 1 mois

🇺🇸 États-Unis – Télétravail

⏰ Temps Plein

🔴 Expert

🤑 Commercial

👻 Score fantôme 10%

Ce que ça veut dire : la probabilité que cette offre reste ouverte sans recrutement actif.Comment le lire : 60 % ou plus, on pense que c'est une offre fantôme. Un score plus bas est moins inquiétant.Comment on la calcule : ancienneté, republications, postes ouverts vs taille de l'équipe, rapidité de clôture, et si le salaire est indiqué.À noter : une estimation à partir de données publiques, pas un jugement sur l'entreprise. De vraies offres peuvent avoir un score élevé, alors prenez-le comme un indice, pas comme un fait.

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Cayuse

Site WebLinkedInTous les Emplois

201 - 500 employés

🏥 Santé

💼 Conseil

📦 Logistique

Healthcare • Consulting • Logistics

Cayuse est un fournisseur leader de logiciels d'administration de la recherche, servant plus de 670 grandes organisations de recherche mondiales. Leur plateforme cloud connectée vise à moderniser l'administration de la recherche en relevant divers défis administratifs, en améliorant la gestion des risques, la gestion des ressources et la sécurité dans les environnements de recherche. Les solutions logicielles de Cayuse sont conçues pour minimiser les risques, maximiser l'efficacité et optimiser la planification pour les organisations orientées vers les données, au service des administrateurs, des chercheurs et des équipes de direction. Leurs solutions comprennent des outils pour la gestion des fonds, la conformité éthique et de supervision, la sécurité des dangers et les enregistrements de formation, facilitant la gestion de milliards de fonds de recherche.

Description

• Directly manage and coach a team of Account Executives responsible for new logo acquisition and strategic growth • Conduct regular 1:1s, pipeline reviews, deal strategy sessions, and performance conversations • Coach sellers on discovery, value articulation, executive engagement, competitive positioning, negotiation, and closing • Reinforce Cayuse’s sales methodology, including MEDDPICC and disciplined opportunity management • Develop coaching plans, establish accountability, identify performance risks, and support onboarding and ramping • Carry an individual quota and manage a defined territory • Build and maintain a healthy pipeline to achieve revenue targets • Lead complex enterprise sales cycles from discovery through evaluation, procurement, negotiation, and close • Engage senior and executive stakeholders across research, administration, compliance, IT, finance, and procurement • Navigate buying committees, RFPs, competitive evaluations, and enterprise procurement processes • Partner with the VP of Sales on pipeline health, deal progression, forecast accuracy, and team performance • Identify pipeline gaps and coordinate strategies with Account Executives, BDRs, Marketing, and other teams • Maintain CRM hygiene, forecasting, opportunity management, and sales process adherence • Collaborate with Solutions Consulting, Marketing, Customer Success, Strategic Account Management, Product, Professional Services, and Revenue Operations • Provide visibility into team performance, pipeline health, deal risk, resource needs, and emerging issues • Represent the sales organization with customers, prospects, and internal leadership

🎯 Exigences

• 12+ years of B2B SaaS or enterprise software sales experience, including complex, multi-stakeholder opportunities • Previous experience formally managing, coaching, or leading sales professionals • Demonstrated history of achieving or exceeding individual revenue targets • Player/coach experience strongly preferred • Strong understanding of MEDDPICC, Challenger, GAP Selling, or similar sales methodologies • Ability to inspect opportunities, identify gaps, and coach sellers toward concrete next actions • Experience with complex procurement processes, RFPs, negotiations, and executive-level buying committees • Strong forecasting, pipeline management, and business planning skills • Ability to coach with empathy and accountability • Strong executive presence and communication skills • Comfortable operating in a fast-moving environment with shifting priorities and resource requirements • Experience selling into higher education, healthcare, research organizations, or similarly complex enterprise environments strongly preferred

🏖️ Avantages

• 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