Director of Sales

Cayuse
United States
Workplace: RemoteFull timeFunction: SalesSkills: ["Coaching","Sales leadership","Forecasting","Pipeline management","Executive communication"]

Lead and scale a commercial enterprise sales organization as a hands-on player/coach. Own a defined territory and individual quota while managing and coaching Account Executives on discovery, value articulation, executive engagement, negotiation, and closing. Partner with the VP of Sales to inspect pipeline health, improve forecasting and deal progression, and reinforce disciplined opportunity management using MEDDPICC and related frameworks.

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FursaFursa
Cayuse
Cayuse
3 days ago

Director of Sales

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Source: Company careers pageValidated by: Fursa AI
Last checked: 1 hour agoStatus: Live

Job Summary

Lead and scale a commercial enterprise sales organization as a hands-on player/coach. Own a defined territory and individual quota while managing and coaching Account Executives on discovery, value articulation, executive engagement, negotiation, and closing. Partner with the VP of Sales to inspect pipeline health, improve forecasting and deal progression, and reinforce disciplined opportunity management using MEDDPICC and related frameworks.
Location: United States
Workplace: Remote
Employment Type: Full time
Job Function: Sales
Seniority: Director level

Key Responsibilities

  • •Directly manage and coach a team of Account Executives responsible for new logo acquisition and strategic growth.
  • •Conduct 1:1s, pipeline reviews, deal strategy sessions, and performance conversations to drive execution.
  • •Own an individual quota and defined territory, building and maintaining a healthy pipeline and leading full enterprise sales cycles.
  • •Partner with the VP of Sales on pipeline health, deal progression, forecasting accuracy, and overall team performance.
  • •Collaborate cross-functionally with Solutions Consulting, Marketing, Customer Success, Strategic Account Management, Product, Professional Services, and Revenue Operations.

Pay and Benefits

Perks:Health InsuranceVisionDental401kPaid LeaveParental LeaveHome OfficeWellness Stipend

Key Requirements

  • •12+ years of B2B SaaS or enterprise software sales experience, successfully closing complex, multi-stakeholder opportunities.
  • •Prior experience formally managing, coaching, or leading sales professionals.
  • •Demonstrated history of achieving or exceeding individual revenue targets, including operating in a player/coach capacity.
  • •Strong understanding of enterprise sales methodologies such as MEDDPICC, Challenger, GAP Selling, or similar frameworks.
  • •Experience navigating complex procurement processes, RFPs, negotiations, and executive-level buying committees.
Experience:B2B SaaSEnterprise softwareHigher educationHealthcareResearch organizations
Skills:CoachingSales leadershipForecastingPipeline managementExecutive communication
Tech Stack:MEDDPICCChallengerGAP SellingCRM hygienePipeline reviews

Company Brief

Cayuse
Provides cloud-based research administration software for higher education and research institutions, managing grants, compliance, contracts, IRB/IACUC, and pre- and post-award workflows to streamline sponsored research processes.
Industry: Enterprise Software
Company Size: Medium (51 to 250 employees)
Growth: Established Company
Headquarters: Portland, United States
Website