--- title: 'Client Relationship Director at Cayuse' canonical: 'https://feeny.ai/job/client-relationship-director-cayuse-remote-zvv5rtwfsa1z' type: 'job' last_seen: '2026-10-19' --- # Client Relationship Director at Cayuse - **Company:** Cayuse - **Location:** Remote - **Work type:** remote - **Posted:** 2026-10-09 - **Last confirmed live:** 2026-10-19 - **Apply:** https://job-boards.greenhouse.io/cayuse/jobs/8882197002 ## Job description 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 a Client Relationship Director to lead strategic enterprise account relationships across our client base. This high-impact, player-coach role owns a portfolio of high value accounts and leads two Strategic Account Managers. The Client Relationship Director is the customer's ultimate advocate and strategic advisor, guiding clients through platform optimization, expansion and multi-year adoption lifecycles while protecting and growing retention (GRR/NRR). The ideal candidate is an executive-level relationship builder who can influence C-suite stakeholders, orchestrate a broad internal matrix, and coach a small team to deliver measurable client outcomes. This role requires equal parts strategic thinking, commercial discipline and hands on leadership. ## Responsibilities - Strategic Account & Relationship Governance - Serve as the primary strategic point of contact for a portfolio of high-value enterprise accounts, building trusted relationships with executive sponsors in Enterprise Research Administration. - Lead high-profile Customer Business Reviews (CBRs), Steering Committees, and multi-year technology roadmap sessions focused on business outcomes and ROI. - Guide enterprise customers through platform and landscape updates, ensuring their corporate strategy maps to Cayuse's product roadmap. - Act as a player-coach: lead and develop two Strategic Account Managers while maintaining a high-value book of business. Value Realization & Platform Adoption - Partner with client business units post-implementation to maximize feature adoption and subscription value. - Advise clients on operational readiness, change management and governance best practices to sustain high user engagement. - Establish, track, and interpret adoption and engagement metrics to address customer friction points proactively. Commercial Growth & Risk Mitigation - Own the ongoing strategy for protecting the active client base, mitigating customer health risks and managing Business-at-Risk (BAR) accounts. - Coach the two Strategic Account Managers to identify cross-sell and upsell opportunities and build compelling business cases for license expansion. - Oversee contract lifecycle alignment, partnering with the Strategic Account Managers to secure Net Retention Rate (NRR) milestones and provide reliable forecasts to leadership. Cross-Functional Collaboration - Mobilize and orchestrate teams across Product Management, Delivery Consultants, Customer Success Managers and Elite Support to resolve escalations. - Capture client feedback, telemetry, and capability gaps and surface them to Product and Engineering to influence the roadmap. - Partner with Revenue Operations to maintain accurate CRM data, pipeline health and reporting. ## Qualifications - 7–10+ years of experience in enterprise software sales, customer success, strategic client delivery or key account management. - 3–5+ years leading direct or cross-functional, highly matrixed enterprise account teams, including coaching and developing account managers. - Proven experience steering Tier 1 SaaS/cloud deployments (e.g., enterprise research administration, ERP, HCM, SCM, or financial suites). - Demonstrated track record of meeting or exceeding retention (GRR/NRR) and expansion targets. - Advanced executive presence, with masterful negotiation, critical thinking and communication skills and 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: comfort with 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. - Comfortable 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 (e.g., MEDDPICC, Challenger, 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. ## How You'll Be Measured - Gross and net revenue retention: GRR and NRR across your portfolio and the two person Strategic Account Manager team, against quarterly and annual targets. - Expansion: size, quality, and velocity of the cross-sell and upsell pipeline, including forecast accuracy. - Risk management: early identification and resolution of Business-at-Risk accounts. - Value realization: adoption and engagement KPIs, plus client satisfaction (NPS and CSAT). - Executive engagement: depth of C-suite relationship coverage and quality of CBRs and Steering Committees. - Team leadership: performance, development, and retention of the Strategic Account Managers. - Cross-functional impact: effectiveness in resolving escalations and the quality of client feedback surfaced to Product. ## 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 Cayuse does not accept agency resumes. Please do not forward resumes to our jobs alias or any Cayuse employees. Cayuse is not responsible for any fees related to unsolicited resumes. 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. ## About Cayuse ## Company Overview - **One-liner**: Cayuse provides a cloud-based, connected suite of research administration and compliance software that powers the full research lifecycle for academic, healthcare, life science, government, and nonprofit organizations. - **Entity Type**: Private (acquired by Quad Partners in 2017) - **Headquarters**: Portland, Oregon, United States - **Founded**: 1994 - **Founders**: Chris Harker, PhD (conceived the original idea at Oregon Health & Science University) ## Core Business - **Primary industry/industries**: Research Administration Software, Grant Management, Compliance Management, Higher Education Technology, Healthcare IT - **Target customers**: B2B – Higher education institutions, healthcare organizations, life sciences companies, government agencies, nonprofits, and international research organizations (operates in Canada, UK, Ireland, Middle East, and APAC) - **Mission statement**: "Empower organizations to conduct globally connected research and sponsored projects, advancing their impact on science, discovery, and society." ## Products & Services - **[The Cayuse Suite](https://www.cayuse.com/)**: A connected, cloud-based platform that centralizes task management and unifies user data across the entire research lifecycle. - **[Compliance Management](https://www.cayuse.com/)**: Tools to simplify oversight across IRB, IACUC, COI, and biosafety. - **[Award Management](https://www.cayuse.com/)**: Streamlines proposals and post-award tasks to save time and ensure compliance. - **[Vivarium Management](https://www.cayuse.com/)**: Manages animal care, orders, inventory, and billing in one modern system. - **[Technology Transfer](https://www.cayuse.com/)**: Tracks disclosures, IP, and licensing to move research from lab to market. - **[Cayuse ThreatShield](https://www.cayuse.com/)**: A security product introduced in 2024 (per LinkedIn news). ## Market Standing - **Valuation/Market Cap**: Not publicly available (private company) - **Annual Revenue**: $6.5 million (per LinkedIn company data) - **Total Funding**: Not disclosed (acquired by Quad Partners in 2017) - **Key Metric**: Serves 720+ global research institutions - **Notable Investors/Partners**: Quad Partners (parent company) - **Growth Signals**: - 339+ product go-lives last year - 168k+ IRB studies submitted - 300k+ unique user logins - 94% overall customer satisfaction rating - 98% configuration, expert guidance, and support rating - 30+ years serving the research community - Recent new customer implementations in 2024 - Expanded leadership: Maria Siambekos joined as COO in June 2024 - Launched Cayuse ThreatShield in 2024 - Acquired Haplo Services Ltd (2021), Process Pathways Inc, and NWB Sensors (2018) ## Competitive Advantages - **Market leader**: Described as "The #1 grant management system for higher education" - **Full lifecycle coverage**: End-to-end platform covering pre-award, post-award, compliance, vivarium, and technology transfer – a rare breadth in the market - **Deep domain expertise**: 30+ years of specialization in research administration - **Global compliance**: Platform supports region-specific regulation and remote collaboration for global teams (Canada, UK, Ireland, Middle East, APAC) - **Customer satisfaction**: 94% overall satisfaction and 98% support rating, with 339+ go-lives per year - **Proven ROI**: Reported 20% time savings for customers like Providence Health ## Strategic Focus - **Product expansion**: Continuing to build out the full lifecycle suite (as seen with acquisitions and new product launches like ThreatShield) - **Global growth**: Serving international markets and supporting region-specific compliance - **Customer success**: Heavy emphasis on post-launch support, customer success team, online community, and The Cayuse Academy - **Innovation philosophy**: "If it adds value, it’s innovation" – focused on continuous improvement for customers and team ## Why Work Here - **Culture**: Emphasizes collaboration, continuous learning, and professional development. Employee-led thought leadership and training are encouraged. - **Culture-Based Slack Channels**: Pet photos, wellness challenges, online events – to connect employees through shared interests. - **Holistic well-being**: "We encourage and support a holistic approach to well-being, prioritizing physical, mental, and emotional health for our employees and the communities we serve." - **Remote-first**: Most roles are listed as "Remote - US Based" (Engineering, Product Management, Sales, Support) - **Diversity & Inclusion**: "We proactively recruit, engage, and retain diverse and empowered teams. Everyone has equal access to opportunities." - **Impact**: Work directly supports organizations conducting life-changing research – a mission-driven environment - **Company size**: ~129 employees (per LinkedIn), offering a small-company feel with the stability of a 30-year-old company backed by private equity - **Current openings**: Engineering Manager, Senior Software Engineer (Java), Tech Lead, Technical Program Manager, Product Manager - Compliance, Senior Account Executive, Strategic Account Manager, Solutions Consultant, Business Development Representative ## Sources 1. [cayuse.com](https://www.cayuse.com/) – Company website 2. [cayuse.com/about](https://www.cayuse.com/about/) – About page, mission, leadership 3. [cayuse.com/careers](https://www.cayuse.com/careers/) – Careers page, culture, benefits 4. [job-boards.greenhouse.io/cayuse](https://job-boards.greenhouse.io/cayuse) – Current job openings 5. [linkedin.com/company/cayuse](https://www.linkedin.com/company/cayuse) – LinkedIn company profile (revenue, headcount, news) ## Other roles at Cayuse - [Solutions Consultant Team Lead](https://feeny.ai/job/solutions-consultant-team-lead-cayuse-chicago-b1dderv9jnzs) — Chicago, IL - [Regional Director, APAC](https://feeny.ai/job/regional-director-apac-cayuse-sydney-ye8b4xpmxsyk) — Sydney, Australia - [VP of Product Management](https://feeny.ai/job/vp-of-product-management-cayuse-remote-97tkayf1xpsv) - [Senior Account Executive](https://feeny.ai/job/senior-account-executive-cayuse-remote-9ekb15456ed2)