Mid-Enterprise Account Manager
About Archer
A new regulatory change lands somewhere in the world every six minutes, while AI and agentic workflows are changing how organizations think about risk, compliance, and governance.
At Archer, we help organizations navigate that complexity with confidence. Our customers rely on Archer to manage critical areas of risk across their businesses, from regulatory compliance and audit to cyber risk, third-party risk, operational resilience, and emerging AI risk.
This is meaningful work. Our clients span financial services, energy, utilities, healthcare, pharmaceuticals, technology, and the public sector. They choose Archer because of our experience, our technology, and our ability to help them turn risk management from a compliance requirement into a business advantage.
If you enjoy solving complex problems, building lasting customer relationships, creating new business, and owning the results of your territory, we’d like to talk.
The Role
As a Mid-Enterprise Account Manager, you will own a defined territory and portfolio of named Archer customers, with responsibility for retention, renewal, expansion, and Net New Logo growth.
This is not simply a relationship management or renewal role. You will operate as the business owner for your territory, protecting and growing Archer’s installed base while identifying, creating, and closing new customer opportunities.
Mid-Enterprise requires both strategic thinking and hands-on execution. You’ll need to build credibility with executives while staying close enough to the business to prospect, understand customer priorities, uncover whitespace, navigate buying committees, and move opportunities forward.
You’ll work closely with Sales Engineering, Client Success, Marketing, Product, Professional Services, and our partner ecosystem, but you will remain accountable for the commercial strategy, pipeline, forecast, and results within your territory.
Success requires curiosity, urgency, strong business judgment, and disciplined sales execution.
What You’ll Do
Own and Grow Your Business
- Take full ownership of revenue performance across an assigned Mid-Enterprise territory, including renewal, retention, expansion, Net New Logo acquisition, and pipeline creation.
- Develop and execute territory and strategic account plans that identify customer priorities, target prospects, key stakeholders, whitespace, competitive risk, and clear paths to growth.
- Build and deepen relationships with executive sponsors, decision-makers, champions, and key influencers across both existing customers and prospective clients.
Proactively uncover expansion opportunities across additional Archer solutions, use cases, departments, and services. - Identify, prospect into, develop, and close Net New Logo opportunities within the assigned territory.
- Balance near-term revenue priorities with the development of longer-term strategic opportunities.
- Understand customer and prospect businesses well enough to connect Archer capabilities to meaningful business outcomes, not simply product features.
Run a Disciplined Sales Process
- Lead both Net New Logo and expansion opportunities from prospecting and discovery through business case, evaluation, negotiation, and contract execution.
- Apply MEDDPICC and structured deal qualification to understand business value, decision criteria, decision process, competition, champions, and potential deal risk.
- Maintain clear next steps and mutual commitments throughout the sales process. Know what must happen next and what could prevent an opportunity from progressing.
- Navigate complex buying committees, overcome objections, and distinguish genuine objections from stalls or lack of qualification.
Develop compelling business cases that connect Archer’s solutions to customer and prospect priorities and measurable outcomes. - Lead commercial negotiations, including pricing, multi-year agreements, services, and solution expansion.
Create Pipeline and Own Forecast Accuracy
- Proactively create and maintain sufficient pipeline coverage across Net New Logo and existing-account opportunities to consistently support revenue targets.
- Generate pipeline through targeted outbound prospecting, account expansion, customer referrals, marketing programs, events, and partner relationships.
- Develop new relationships within target Mid-Enterprise organizations rather than relying solely on inbound demand.
- Maintain accurate and timely CRM data, including opportunity stage, close date, next steps, risks, and forecast category.
- Deliver forecasts that are accurate, defensible, and based on customer-validated evidence, not optimism.
- Regularly inspect your business, identify pipeline or execution gaps early, and take action rather than waiting for the quarter to dictate the outcome.
Build Executive Relationships and Deliver Customer Value
- Develop trusted relationships with senior leaders across risk, compliance, audit, cybersecurity, third-party risk, resilience, and other relevant business functions.
- Lead executive-level conversations that connect risk and compliance priorities to broader business outcomes.
- Understand each customer’s and prospect’s strategic initiatives, challenges, and changing risk environment.
- Position Archer as a strategic platform and long-term partner rather than simply a software provider.
- Serve as a primary commercial point of contact for existing customers and help coordinate the appropriate Archer resources when customer issues require escalation.
Collaborate Across Archer
- Partner closely with Client Success, Sales Engineering, Professional Services, Product, Marketing, and leadership to drive new customer acquisition, retention, and growth.
- Coordinate internal resources around customers and prospects while maintaining clear ownership of the sales and account strategy.
- Share customer insights, competitive intelligence, and market feedback that can improve Archer’s products, positioning, and go-to-market strategy.
- Work with partners, resellers, distributors, and advisory organizations to create customer value and generate new opportunities.
What You Bring
- 5+ years of B2B SaaS sales, account management, or relationship-based selling experience, preferably within Mid-Enterprise or Enterprise technology.
- Demonstrated ownership of a territory or book of business with responsibility for Net New Logo acquisition, renewal, retention, expansion, and revenue attainment.
- A proven track record of meeting or exceeding quota through a combination of new customer acquisition and growth within existing accounts.
- Demonstrated ability to self-generate pipeline, prospect into target organizations, and develop opportunities rather than relying primarily on inbound demand.
- Experience managing complex sales cycles involving multiple stakeholders and executive decision-makers.
- Working knowledge of structured sales methodologies such as MEDDPICC or similar qualification frameworks.
- Strong territory planning, account planning, pipeline management, and forecasting skills.
- Executive presence and the ability to make complex technology and business issues clear and relevant.
- Strong negotiation, communication, and presentation skills.
- The ability to operate independently, prioritize effectively, and bring structure and discipline to a fast-moving environment.
- Comfort using CRM, and other modern sales tools to improve prospecting, account planning, pipeline management, forecasting, and customer engagement.
- Bachelor’s degree or equivalent professional experience.
Even Better If You Have
- Experience selling Governance, Risk, and Compliance (GRC), cybersecurity, risk management, audit, regulatory compliance, or related enterprise software.
- Familiarity with frameworks and regulations such as NIST, ISO 27001, SOX, GDPR, DORA, or similar regulatory requirements.
- Experience working with partners, resellers, distributors, and consulting organizations to create and close new business.
- Experience positioning AI-enabled enterprise technology and discussing the opportunities and governance challenges associated with AI.
- Established credibility with risk, compliance, audit, security, or technology executives.
What Success Looks Like
Successful Mid-Enterprise Account Managers at Archer take ownership of their business.
They protect the installed base and hunt for what’s next. They know their customers, their target prospects, their numbers, their pipeline, and their risks. They build relationships before they need them, create opportunities rather than waiting for opportunities to appear, and are equally comfortable expanding an existing strategic account or opening the door to a new one.
They run disciplined sales processes and can explain not only what is going to close, but how and why it will close.
They collaborate well, ask for help when they need it, and use the resources around them, but they never outsource ownership.
Most importantly, they earn trust by understanding the customer’s business, creating value, and consistently delivering results.
5+ years B2B SaaS sales or account management experience; proven territory ownership and quota attainment; experience with complex sales cycles and structured methodologies like MEDDPICC; bachelor's degree or equivalent.
Key Responsibilities
- owning territory
- closing deals
- managing pipeline
Skills & Tools
CRM
Job Details
- Category: Sales
- Seniority: Senior Level
- Commitment: Full Time
- Workplace: Remote — North Carolina or Charlotte or Georgia or Chamblee or Virginia or Reston
- Languages: English
About Archer
A technology company helping organizations manage risk, compliance, and governance. — Industry: Information Technology