销售总监
Director of Sales
科学探索的世界由那些热衷于解决复杂问题的人所推动。在Cayuse，我们通过提供经过验证的、集成的、易于使用的科技，为组织提供全球连接的研究支持，从而助力客户成功，推动其对科学、发现和社会的影响。我们提供世界级的服务和支持，以加速成果的实现。
但我们不仅仅是一个由先进技术驱动的赋能平台。我们是一群具备多学科专业知识的优秀人才的协作体，正在组建团队以支持我们雄心勃勃的增长计划。Cayuse的基础实力来自于以客户和员工为中心的价值观以及对行业领先解决方案的承诺。现在正是成为我们不断壮大的团队中关键一员的激动人心时刻。
Cayuse正在寻找一位经验丰富的、亲力亲为的销售总监，帮助领导并扩大我们的商业销售团队，同时继续直接推动新业务的发展。
向销售副总裁汇报，该职位将作为真正的“球员兼教练”：负责一个明确的销售区域和个人收入目标，同时带领、指导和发展一支客户经理团队。理想的候选人是一位成就卓越的企业软件销售者，希望保持与客户和交易的紧密联系，同时扩大其作为销售领导的影响。该人员将与销售副总裁密切合作，推动公司收入目标的执行，提高销售的一致性和纪律性，培养人才，并在销售团队中创造更大的杠杆效应。
在这个职位上取得成功需要一个人能够在**领导业务**和**执行业务**之间无缝切换——在一个对话中辅导客户经理处理一个复杂的商机，在下一个对话中则进行自己的高管级客户会议。
##### **你将负责**
##### **领导和发展销售团队**
- 直接管理并指导负责新客户获取和战略增长的客户经理团队。
- 定期进行1对1沟通、销售漏斗审查、交易策略会议和绩效对话。
- 指导销售人员在需求挖掘、价值阐述、高管参与、竞争定位、谈判和成交方面的技巧。
- 强化对Cayuse销售方法论的使用，包括MEDDPICC和有纪律的商机管理。
- 制定个人辅导计划
查看英文原文
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 an experienced, hands-on Director of Sales to help lead and scale our commercial sales organization while continuing to directly drive new business.
Reporting to the Vice President of Sales, this role will operate as a true player/coach: owning a defined sales territory and individual revenue target while also leading, coaching, and developing a team of Account Executives. The ideal candidate is an accomplished enterprise software seller who wants to remain close to customers and deals while expanding their impact as a sales leader. This individual will partner closely with the VP of Sales to drive execution against company revenue goals, improve sales consistency and discipline, develop talent, and create greater leverage across the sales organization.
Success in this role requires someone who can move seamlessly between **l** eading the business and working the business- coaching an AE through a complex opportunity in one conversation and leading their own executive-level customer meeting in the next.
##### **What You’ll Do**
##### **Lead and Develop the Sales Team**
- 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 consistent use of Cayuse's sales methodology, including MEDDPICC and disciplined opportunity management.
- Develop individual coaching plans based on each seller's strengths, gaps, pipeline, and performance.
- Establish clear expectations and accountability while creating an environment where sellers can continuously improve.
- Identify performance risks early and partner with the VP of Sales on appropriate coaching and action plans.
- Support onboarding and ramping of new Account Executives as the organization grows.
##### **Own and Close Strategic Business**
- Carry an individual quota and manage a defined territory
- Build and maintain a healthy pipeline sufficient to consistently achieve revenue targets.
- Lead complex enterprise sales cycles from initial discovery through evaluation, procurement, negotiation, and close.
- Engage senior and executive stakeholders across research, administration, compliance, IT, finance, and procurement.
- Develop strong business cases tied to institutional priorities, measurable outcomes, and the value of the Cayuse platform.
- Navigate complex buying committees, RFPs, competitive evaluations, and enterprise procurement processes.
- Model the sales behaviors, preparation, curiosity, and execution expected from the broader sales organization.
##### **Drive Sales Execution**
- Partner with the VP of Sales to inspect pipeline health, deal progression, forecast accuracy, and overall team performance.
- Maintain a clear understanding of what is required to achieve monthly, quarterly, and annual revenue targets.
- Identify pipeline gaps and work with Account Executives, BDRs, Marketing, and other teams to develop strategies to address them.
- Ensure opportunities have clearly identified business problems, measurable impact, decision criteria, decision processes, champions, economic buyers, competition, and next steps.
- Challenge assumptions and help sellers distinguish between activity and meaningful deal progression.
- Participate directly in strategic opportunities where leadership involvement can materially improve the likelihood of success.
- Maintain high standards for CRM hygiene, forecasting, opportunity management, and sales process adherence.
##### **Partner Across the Organization**
- Work closely with Solutions Consulting, Marketing, Customer Success, Strategic Account Management, Product, Professional Services, and Revenue Operations.
- Ensure resources are aligned appropriately to the highest-value opportunities.
- Bring market, customer, and competitive insights back into the organization to inform strategy and decision-making.
- Help identify opportunities to improve sales processes, tools, messaging, and organizational effectiveness.
- Provide visibility into team performance, pipeline health, deal risk, resource needs, and emerging issues.
- Step into leadership conversations, deal escalations, and cross-functional discussions when appropriate.
- Represent the sales organization professionally with customers, prospects, and internal leadership.
##### **What We’re Looking For**
- 12+ years of B2B SaaS or enterprise software sales experience, including demonstrated success closing complex, multi-stakeholder opportunities.
- Previous experience formally managing, coaching, or leading sales professionals.
- Demonstrated history of achieving or exceeding individual revenue targets.
- Experience operating in a player/coach capacity is strongly preferred.
- Strong understanding of enterprise sales methodologies such as MEDDPICC, Challenger, GAP Selling, or similar frameworks.
- Proven ability to inspect opportunities, identify gaps, and coach sellers toward concrete next actions.
- Experience navigating complex procurement processes, RFPs, negotiations, and executive-level buying committees.
- Strong forecasting, pipeline management, and business planning skills.
- Ability to coach with both empathy and accountability.
- Strong executive presence and communication skills.
- Comfortable operating in a fast-moving environment where priorities, opportunities, and resource requirements can shift.
- Experience selling into higher education, healthcare, research organizations, or similarly complex enterprise environments is strongly preferred.
##### **What Success Looks Like**
Success in this role is not measured solely by the performance of an individual territory or solely by team attainment. The Director of Sales will be expected to positively influence both.
Within the first year, this leader will have:
- Built credibility as both a successful seller and an effective sales coach.
- Established a consistent operating rhythm for their team around pipeline, forecasting, coaching, and deal strategy.
- Improved the quality and predictability of opportunities within their team's pipeline.
- Developed stronger sales discipline and greater consistency in how Account Executives execute complex opportunities.
- Personally built and converted a healthy pipeline within their assigned territory.
- Helped improve forecast accuracy and visibility into deal risk.
- Developed stronger sellers through regular, actionable coaching.
- Become a trusted extension of the VP of Sales who can independently lead important aspects of the sales organization.
**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
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.