Job description
Overview
CACTUS is a remote-first organization and we embrace an accelerate from anywhere culture. You may be required to travel to our Mumbai office based on business requirements or for company/team events. We are seeking a commercially driven and mission-aligned Sales Manager to spearhead our growth across the U.S. academic ecosystem.
In this role, you will build and scale a pipeline of research universities, liberal arts colleges, hospitals, national laboratories, federal research agencies, and private foundations who are actively exploring or deploying AI-powered solutions and expert services to support researcher outcomes . You will act as a trusted strategic advisor to academic leaders from Research Vice Provosts and Department Chairs, Chief Research Officers, and Grants Administrators helping them understand how our AI solutions and expert professional services can accelerate research outcomes, drive operational efficiency, and strengthen institutional competitiveness.
This is a high-impact, entrepreneurial role with significant scope to shape the go-to-market strategy for the academic sector across the United States .
Responsibilities
Develop and execute territory sales plans targeting U.S. universities, research institutions, and funding bodies Develop expertise in the U.S. academic funding ecosystem, including NSF, NIH, DOE, DARPA, ARPA-H, DOD, and major private foundations Build and manage a strong sales pipeline via prospecting, networking, and inbound leads, with accurate CRM tracking and forecasting Drive account-based sales by mapping stakeholders and aligning solutions with research priorities, funding cycles, and academic timelines Establish and grow relationships with key stakeholders, including VPRs, CIOs, IT Directors, Faculty Leads, Sponsored Research Officers, and Budget Administrators Deliver tailored presentations, navigate complex procurement (RFPs, regulations), and structure academia-friendly commercial models Collaborate cross-functionally (Solutions, Marketing, Legal, Finance) to scope deals, generate demand, and ensure compliant contract execution Identify upsell/cross-sell opportunities and expand adoption through partnerships, professional services, and alignment with federal AI initiatives Qualifications and Prerequisites 5+ years of B2B sales experience with a strong track record of meeting/exceeding quotas in the U.
S. market Proven success selling to U.S. higher education, research institutions, or federal research ecosystems Ability to engage both technical and non-technical stakeholders on AI/technology topics Experience managing complex, multi-stakeholder sales cycles and procurement processes Strong commercial acumen, including structuring creative deals (multi-year, consortium, grant-funded, pilots), with excellent communication and stakeholder influence skills Benefits of this Role Leave: Enjoy annual leave, public holidays, personal and sick days, birthday leave, and progressive leave based on tenure.
Special leave options include maternity, paternity, and sabbaticals. Healthcare: Comprehensive medical, dental, and vision coverage for employees, partners, and dependents, plus HSA support. Access to 24/7 medical consultations, mental health services, and dermatology care. Financial Security: Life insurance, and a 401K plan with employer contributions, rollover, and loan options.
Expenses: Company-provided phone, mileage reimbursement, and coverage for approved business expenses. Wellbeing: Mental health resources, flexible leave options, and employer-supported financial planning Application Process Before applying, please ensure you meet the role requirements listed above and have legal authorization to work in the country where this role is advertised.
Our selection process typically involves an initial screening by a recruiter, a technical assessment, and two to three interview rounds. For this role, a recruiter screening call, 2 technical interviews and 1 HRBP round of interview. Equal Opportunity Our hiring practices reflect our commitment to providing equal opportunities and creating an environment where everyone can thrive, develop, and succeed.
We celebrate the uniqueness of our team members and prohibit discrimination of any kind, based on race, color, religion, gender identity, sexual orientation, age, marital status, disability, or any other protected characteristic. Accelerating from Anywhere As a remote-first organization, these are essential attributes we look for in all our candidates.
Taking ownership of your work with minimal supervision, showing strong ability to organize, prioritize and deliver results independently. Documenting work that brings everyone on the same page. Maturity to choose between synchronous and asynchronous collaboration. Effectively collaborating with colleagues across different time zones by setting dedicated hours for collaboration and keeping team members updated through your MS Teams status.
About CACTUS Established in 2002, Cactus Communications ( cactusglobal.com ) is a leading technology company that specializes in expert services and AI-driven products which improve how research gets funded, published, communicated, and discovered. Its flagship brand Editage offers a comprehensive suite of researcher solutions, including expert services and cutting-edge AI products like Mind the Graph, Paperpal, and R Discovery.
With offices in Princeton, London, Singapore, Beijing, Shanghai, Seoul, Tokyo, and Mumbai and a global workforce of over 3,000 experts, CACTUS is a pioneer in workplace best practices and has been consistently recognized as a great place to work. Develop and execute territory sales plans targeting U.S. universities, research institutions, and funding bodies Develop expertise in the U.
S. academic funding ecosystem, including NSF, NIH, DOE, DARPA, ARPA-H, DOD, and major private foundations Build and manage a strong sales pipeline via prospecting, networking, and inbound leads, with accurate CRM tracking and forecasting Drive account-based sales by mapping stakeholders and aligning solutions with research priorities, funding cycles, and academic timelines Establish and grow relationships with key stakeholders, including VPRs, CIOs, IT Directors, Faculty Leads, Sponsored Research Officers, and Budget Administrators Deliver tailored presentations, navigate complex procurement (RFPs, regulations), and structure academia-friendly commercial models Collaborate cross-functionally (Solutions, Marketing, Legal, Finance) to scope deals, generate demand, and ensure compliant contract execution Identify upsell/cross-sell opportunities and expand adoption through partnerships, professional services, and alignment with federal AI initiatives 5+ years of B2B sales experience with a strong track record of meeting/exceeding quotas in the U.
S. market Proven success selling to U.S. higher education, research institutions, or federal research ecosystems Ability to engage both technical and non-technical stakeholders on AI/technology topics Experience managing complex, multi-stakeholder sales cycles and procurement processes Strong commercial acumen, including structuring creative deals (multi-year, consortium, grant-funded, pilots), with excellent communication and stakeholder influence skills