Job description:
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 high-impact Sales Manager to drive commercial growth across the European academia segment for our AI products, solutions, and expert services portfolio. This role focuses on building strategic partnerships with universities, research institutions, and funding bodies, helping them leverage AI to enhance research outcomes, operational efficiency, and global competitiveness. You will play a key role in shaping the go-to-market strategy and expanding our presence within the European research ecosystem.
Job responsibilities:
Sales Strategy & Pipeline Development
- Own and execute territory sales plans across Europe targeting universities, research institutes, and funding organizations
- Build and maintain a high-quality pipeline through outbound prospecting, conferences, partnerships, and inbound channels
- Develop account-based strategies by mapping stakeholders, research priorities, and funding cycles
- Manage pipeline hygiene, forecasting, and reporting via CRM tools
Customer Engagement & Deal Execution
- Build trusted relationships with senior stakeholders such as Research Heads, CIOs, Faculty Leads, and Grants/Finance teams
- Conduct consultative discovery to understand AI adoption needs, infrastructure gaps, and compliance requirements
- Deliver tailored presentations, demos, and solution pitches aligned to institutional goals
- Navigate complex procurement processes including RFPs, tenders, and consortium-based buying
Academic & Domain Expertise
- Develop a strong understanding of European research funding frameworks and academic buying behavior
- Stay updated on regulations such as GDPR, open science mandates, and responsible AI practices
- Position solutions within broader digital transformation and research innovation initiatives
Expert Services & Account Growth
- Drive sales of professional services including AI implementation, consulting, and training programs
- Partner with internal teams to scope, price, and deliver customized solutions
- Identify expansion opportunities within existing accounts to maximize long-term value
Cross-functional Collaboration
- Work closely with marketing on demand generation, academic campaigns, and thought leadership initiatives
- Provide market insights to influence product roadmap and positioning
- Collaborate with legal, finance, and compliance teams on contracts and institutional requirements
Qualifications and prerequisites:
- 4+ years of B2B sales experience with consistent quota achievement
- Proven experience selling into European academia, research institutions, or public sector
- Experience managing long, complex, multi-stakeholder sales cycles
- Familiarity with AI/ML, data platforms, or advanced analytics solutions (ability to sell credibly)
- Strong commercial acumen with ability to structure multi-year, consortium, or grant-linked deals
- Excellent verbal and written communication skills in English; additional European language (German/French/Dutch, etc.) is a plus
- Self-starter, comfortable working autonomously in a remote/global setup
- Familiarity with open science, reproducibility, and AI ethics in research
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, there will be a screening call followed by 2 rounds of interview and 1 HR 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 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.