Archer Business Development Director

Archer Business Development Director

Location: Remote - United Kingdom

For nearly 25 years, Archer has been a pioneer and a trusted global leader in delivering comprehensive compliance and risk management solutions to empower organizations to effectively navigate risks, ensure compliance, and achieve their business objectives. Our innovative GRC solutions are designed to provide companies with a clear, unified perspective on their risk landscape and enable data-driven decision-making and strategic planning. By leveraging cutting-edge technologies such as AI and risk quantification, we equip our clients to anticipate, adapt to, and overcome challenges in today’s rapidly evolving market. At Archer, we don’t just help organizations manage

 The Business Development Manager identifies and develops new strategic opportunities with prospective customers, which are targeted at Fortune 1000, enterprise accounts. As a Business Development Manager at Archer, you will benefit from brand recognition in your outbound prospecting efforts.

Principal Accountabilities:

• Business Development Manager is responsible for winning new business from Executive level buyers and influencers in either private or publicly traded companies.
• Strategically identifies a territory management approach to focus prospecting efforts.
• Develops account presence by creating a high added value working relationship with senior customer personnel.
• Works with Sales Development Representatives to generate initial customer interest to secure an introductory meeting.
• Skillfully overcomes objections and removes obstacles or eliminates barriers to gain commitment, understands the difference between a stall and an objection.
• Updates CRM tools daily, according to company standards
• Self – starter, ability to leverage resources cross-functionally and maintain white space analysis and execution to drive Net New Logo business
• Maintains a strong knowledge of Archers products through commitment to ongoing training.
• Understanding of the Software as a Service Business Model.
• Ensures high forecasting accuracy and consistency.
• Ability to run and control the sales process at every state through contract signing.
• Works with Partners, Marketing and leadership to design and implement campaigns and company events.
• Maintains 4x rolling quarters pipe coverage adequate given quota and win rates.
• Identifies long-term and short-term sales opportunities. Focuses on sales activities that produce results in the short term as well as the long term.
• Transfers customer information and market knowledge to various cross-functional teams to improve overall development and positioning of offerings within the portfolio.
• Sales growth is attained through new customer subscription, professional services, and set training.

Principal Responsibilities:

• Strong understanding of the product and services portfolio
• Strong working understanding of risk, compliance, audit, ESG, cyber risk, vendor risk, business continuity domains
• Converts inbound leads and obtains outbound leads that results in ample 4 rolling quarter pipe coverage.
• Manages partner relationships with resell or influence relationships.
• Effectively aligns and utilizes all available internal and external resources to achieve desired sales results.
• Ability to negotiate pricing with a focus on retaining value.

Skills:

• Recognized internally and externally as a thought leader on technology, products, and services.
• Result-driven mindset with a proven track record of consistently achieving or exceeding sales targets.
• Strong Knowledge of SaaS sales methodologies MEDDPICC, best practices, and industry trends.
• Strong collaborative team player (part of our culture and values).
• Self-starter, and willing to try new approaches to meet a goal.
• Strategic enterprise selling skills.
• Anticipates new markets for our products and services.
• Organizes company-wide teams in response to vendor/customer needs/ opportunities. Works effectively with functional leaders throughout the organization/models effective team leadership.

Education & Experience:

• Minimum of 8 years of related experience in a dedicated sales “hunter” capacity.
• Demonstrated achievement in enterprise software/IT sales with diverse responsibilities.
• Minimum of 5 years of field, strategic sales experience with a B2B enterprise software solution, preferably SaaS. 

Other Duties:

• Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice at management discretion based on business need.

About Archer’s Culture and Work Environment:

Our people, team collaboration and dynamic leadership is the centerpiece of our great culture and the reason for Archer’s 25 years of success. Over the years, many companies and global organizations have been faced with tough decisions. Layoffs, reorganizations, acquisitions, and mergers. Yet, throughout these challenging times, Archer has exemplified strong innovation and growth and a commitment to our employees. Why is this possible? Collaboration is the key to our success. It inspires great innovation and innovative ideas. It is why Archer's is a household name in the GRC space. Companies, from F500 – F1000, come to Archer first - for our thought leadership and for our ability to meet customers where they are.
As we continue to grow and evolve, our focus will remain the same: continue innovating, support our customers and employees and continue driving the risk management industry to new levels.