Academic Background, Artificial Intelligence (AI), Best Practices, Business Development, Business-to-Business (B2B), Cactus, Channel Strategies, Customer Relations, Customer Relationship Management (CRM), Customer Relationship Management (CRM) Systems, Documentation, Ecosystems, Establish Priorities, Exceeded Sales Goal, Forecasting, Industry/Trade Analysis, Leading Edge Technology, Marketing, Negotiation Skills, Operational Improvement, Operational Strategy, Process Improvement, Purchasing/Procurement, Research Skills, Sales, Sales Cycle, Sales Management, Sales Pipeline, Sales Prospecting, Technical Analysis, Technical Recruiting, Trend Analysis, University Library, Willing to Travel
CACTUS is a remote-first organization and we embrace an accelerate from anywhere culture. You may be required to travel to our Princeton (New Jersey) office based on business requirements or for company/team events.
About the role:
CACTUS is redefining the future of scholarly publishing by connecting every stage of the publishing lifecycle into a seamless ecosystem that helps publishers operate with greater efficiency, credibility, and impact.
In this role, you will partner with scholarly societies, academic publishers, and university presses across the U.S., building trusted relationships and positioning CACTUS as a strategic partner. You will work closely with clients to address evolving challenges around editorial workflows, research quality, visibility, engagement, and compliance through a portfolio that combines cutting-edge technology with deep publishing expertise including Paperpal and IntegrityGuard. From representing CACTUS at leading industry forums such as SSP, CSE, and ALPSP to leveraging its visibility through initiatives like WCRI, you will play a key role in strengthening its presence across the scholarly publishing ecosystem.
If you lead with curiosity, build trust naturally, and thrive in consultative, relationship-driven business development, this role is for you.
- Identify, engage, and win new clients across a defined U.S. territory — from first conversation to signed agreement.
- Build and manage a healthy pipeline while consistently meeting and exceeding revenue goals.
- Introduce research integrity offerings to journals navigating increasing scrutiny around quality and misconduct, helping them build more trustworthy publishing processes.
- Help societies grow the reach and impact of their research through digital communication services, including video abstracts, infographics, and targeted promotion.
- Partner with publishers to improve operational efficiency by bringing editorial, peer review, and workflow solutions to teams looking to reduce friction and scale effectively.
- Maintain an active presence at SSP, CSE, and other key industry gatherings, building relationships and staying close to emerging industry trends.
- Cultivate deep, long-term partnerships where CACTUS becomes the first call when clients face operational, quality, or growth challenges.
- Collaborate with internal teams across marketing, product, and operations to deliver tailored solutions for client needs.
- Maintain strong commercial discipline through accurate forecasting, effective negotiations, and up-to-date CRM management.
- 5–7 years of B2B sales experience with a proven ability to open new accounts and build pipeline from scratch.
- Background in academic publishing, university presses, libraries, or scholarly societies; familiarity with editorial workflows or research integrity is a strong plus.
- Comfortable navigating complex buying groups involving Publishing Directors, Executive Directors, CTOs, and Procurement teams.
- Structured and skilled at managing long sales cycles with multiple stakeholders.
- Self-directed and productive in a remote, high-autonomy environment.
- Disciplined in pipeline management, forecasting, and CRM hygiene; experience with Dynamics or similar CRM tools preferred.
- Comfortable adopting AI-powered tools that enhance prospecting and client engagement.
- Willingness to travel at least 30% for client meetings and industry events.
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, the selection process involves an initial screening by a recruiter and three interview rounds.
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 Us:
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.
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Cactus Communications Services Pte. Ltd.