Mid-Enterprise Account Manager

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 risk — we help our clients transform risk into a strategic advantage and turn uncertainty into opportunity. Learn more at www.ArcherIRM.com 

Archer is currently seeking a Mid-Enterprise Account Executive who will be responsible for new account development within an established geographic territory/product line. The Account Executive will focus on new logo acquisition and growth opportunities. The Account Executive will cover the assigned territory of the United States.

Our Mid-Enterprise Account Manager is responsible for winning new business and expanding existing accounts from Director to VP-Level buyers in either private or publicly traded companies.

The successful candidate -

• • 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 overcome objections and remove obstacles or eliminate barriers to gain commitment, understands the difference between a stall and an objection.
• • Update CRM tools regularly and timely, according to company standards.
• • Self-starter, ability to leverage resources cross-functionally and maintain account plans for both net-new and expansion opportunities.
• • Maintain a strong knowledge of Archers products through commitment to ongoing training.
• • Understanding of the Software as a Service Business Model.
• • Ensure high forecasting accuracy and consistency.
• • Ability to run and control the sales process at every state through contract signing.
• • Work with Partners, Marketing and leadership to design and implement campaigns and company events.
• • Maintain sufficient pipeline coverage across both new logo and upsell motions.
• • 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 renewals, cross-sell / upsell, and new logo acquisition.
• 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:
• Proven ability to manage full-cycle sales across 3–9 month deal cycles within mid-market or emerging enterprise accounts.
• Result-driven mindset with a proven track record of consistently achieving or exceeding sales targets.
• Strong Knowledge of SaaS sales methodologies, 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.
• Comfortable with both hunting and farming responsibilities.
• Ability to build and execute account expansion strategies.
• 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 3-5 years of related experience in B2B SaaS sales, preferably with mid-market or emerging enterprise accounts.
• Demonstrated achievement in full-cycle SaaS or IT sales with both new logo and expansion responsibilities.
• Experience managing a defined book of business or territory with quota ownership.

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.

Archer is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Archer are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. Archer will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All Archer employees are expected to support this policy and contribute to an environment of equal opportunity.                  

If you need a reasonable accommodation during the application process, please contact talent-acquisition@archerirm.com. All employees must be legally authorized to work in the US. Archer participates in E-Verify. Archer and its approved consultants will never ask you for a fee to process or consider your application for a career with Archer. Archer reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date.