Strategic Account Manager

About the Role

The day-to-day responsibilities of this role will involve managing the full renewal cycle for an assigned portfolio of accounts, proactively identifying renewal risks, and developing mitigation strategies to protect and grow recurring revenue. You will also be responsible for tracking and managing renewal pipelines, providing reliable forecasts to leadership, and partnering with Customer Success to ensure clients are achieving measurable outcomes ahead of renewal conversations.

Cayuse is committed to delivering exceptional value to its customers through its platform and services. As a Strategic Account Manager, you will be expected to embody this commitment and work closely with the Customer Success team to ensure that clients are receiving the support they need to achieve their goals.

What You Will Do

• 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
• Identify and pursue upsell and cross-sell opportunities within the defined existing client base
• 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

What We Are Looking For

• 5+ years of experience in a strategic account management or sales role, preferably in the research or technology industry
• Strong understanding of Salesforce and Excel, with experience using these tools to drive sales growth and customer satisfaction
• Proven track record of driving revenue growth and expanding existing customer relationships
• Excellent communication and interpersonal skills, with the ability to build strong relationships with clients and internal stakeholders
• Strong strategic thinking and problem-solving skills, with the ability to identify and mitigate risks
• Experience working in a fast-paced, dynamic environment, with a strong ability to prioritize tasks and manage multiple projects simultaneously
• Bachelor's degree in Business, Marketing, or a related field

Nice to Have

• Experience working with research institutions or organizations in the scientific research industry
• Knowledge of the research administration environment and the challenges faced by research institutions
• Certification in sales or account management, such as CSAM or SAM
• Experience with data analysis and reporting tools, such as Tableau or Power BI

Benefits and Perks

• Competitive salary and benefits package
• Opportunity to work with a growing and innovative company in the research industry
• Collaborative and dynamic work environment with a team of experienced professionals
• Professional development opportunities, including training and certification programs
• Flexible work arrangements, including remote work options
• Access to the latest technology and tools, including Salesforce and Excel
• Recognition and reward programs for outstanding performance

• Develop a strong understanding of Salesforce and Excel, as these tools will be essential in driving sales growth and customer satisfaction.
• Build a portfolio of your work, including case studies and testimonials from previous clients, to demonstrate your ability to drive revenue growth and expand existing customer relationships.
• Research the company and its values, to ensure that you are aligned with Cayuse's mission and commitment to delivering exceptional value to its customers.
• Prepare to talk about your experience working with complex organizations, and how you have navigated challenging sales situations in the past.
• Be prepared to discuss your strategy for driving revenue growth, including how you would identify and pursue upsell and cross-sell opportunities within the existing client base.
• Emphasize your ability to build strong relationships, and how you would work closely with the Customer Success team to ensure that clients are receiving the support they need to achieve their goals.
• Ask about the company culture and values, to get a sense of whether you would be a good fit for the team and the organization as a whole.