Director of Sales

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Cayuse

WebsiteLinkedInAll Job Openings

201 - 500 employees

🏥 Healthcare

💼 Consulting

📦 Logistics

Healthcare • Consulting • Logistics

Cayuse is a leading provider of research administration software, catering to over 670 top global research organizations. Their connected cloud platform aims to modernize research administration by addressing various administrative challenges, enhancing risk management, resource management, and security in research settings. Cayuse's software solutions are designed to minimize risk, maximize efficiency, and optimize planning for data-driven organizations, serving administrators, researchers, and leadership teams. Their solutions include tools for fund management, ethics and oversight compliance, hazard safety, and training records, making it easy to manage billions in research funds.

📋 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

🎯 Requirements

• 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

🏖️ 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