VP of Client Relationships

🔥 1 minute ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

👔 Vice President

👻 Ghost score 10%

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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

• Lead, coach, and develop a team of Customer Success Managers and Strategic Account Managers • Build hiring, onboarding, and career-development plans and retain top talent • Establish operating rhythms for account planning, forecast reviews, customer health reviews, and business-at-risk reviews • Oversee tool and process development to optimize team reach and performance • Serve as executive sponsor for the largest enterprise accounts • Lead Customer Business Reviews, Steering Committees, and multi-year technology roadmap sessions • Guide enterprise customers through platform and landscape updates aligned with Cayuse's product roadmap • Own GRR and NRR for the strategic account portfolio and carry an expansion quota • Own contract renewals, including forecasting, timing, pricing, terms, and negotiation with Finance and Legal • Build and manage the expansion pipeline with Revenue Operations, including forecasting and CRM hygiene • Lead escalations and recovery plans for Business-at-Risk accounts • Ensure strategic accounts have documented plans covering goals, stakeholders, adoption, risks, and expansion opportunities • Define customer health scoring and early-warning signals and ensure action through playbooks • Drive renewal, risk, and expansion plans through account health reviews • Partner with client business units to maximize feature adoption and subscription value • Advise clients on operational readiness, change management, and governance best practices • Establish, track, and interpret adoption and engagement metrics • Orchestrate Product Management, Delivery Consultants, and Elite Support teams to resolve escalations • Surface client feedback, telemetry, and capability gaps to Product and Engineering • Contribute to go-to-market planning, retention and expansion targets, coverage models, and pricing and packaging input

🎯 Requirements

• 12+ years of experience in enterprise software sales, customer success, strategic client delivery, or key account management • 5+ years leading managers or multi-level, highly matrixed enterprise account teams, including hiring, coaching, and developing Customer Success Managers and Strategic or Key Account Managers • Proven experience steering Tier 1 SaaS/cloud deployments, such as enterprise research administration, ERP, HCM, SCM, or financial suites • Demonstrated track record of meeting or exceeding retention (GRR/NRR) and expansion quota targets, and building customer health management programs • Advanced executive presence, masterful negotiation, critical thinking, and communication skills, with 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, including 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 • Comfort operating in a fast-moving environment where priorities, opportunities, and resource needs can shift • Proficiency with CRM platforms, Salesforce preferred, and familiarity with modern sales methodologies such as MEDDPICC, Challenger, and GAP Selling • Bachelor's degree in Business, Information Systems, or a related technical discipline; MBA or equivalent advanced degree highly preferred • Certifications such as MEDDPICC, Challenger, GAP Selling, PMP, or Workday Deployment Methodologies are a major asset

🏖️ 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