Note: The job is a remote job and is open to candidates in USA. Archer hires a Mid-Enterprise Account Manager to own an assigned territory and named-customer portfolio, driving retention, renewals, expansion, new-logo acquisition, and revenue growth. The role leads sales strategy and execution, pipeline creation and forecasting, executive customer relationships, and collaboration across internal teams and partners.
Responsibilities
- 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
- 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
- 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
- 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
- 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
Skills
- 5+ years of B2B SaaS sales, account management, or relationship-based selling experience
- 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
- Preferably within Mid-Enterprise or Enterprise technology
- 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
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