The Role

As part of Archer's Sales organization, the Strategic Account Manager is responsible for driving long-term client value across Archer's most strategic, highest-value accounts. This role exists to help organizations navigate increasingly complex risk, compliance, and governance challenges by partnering with executive stakeholders and aligning Archer's AI-powered GRC solutions to their business priorities.

Working closely with clients, Sales Engineering, Client Success, Marketing, Product, and partner organizations, this individual will own account growth, retention, and expansion, across Archer's most strategic named accounts. Reporting to the Sales Manager/Director, this is an opportunity to build trusted executive relationships, influence strategic business outcomes, mentor Account Managers across the team, and help clients transform risk management from a compliance exercise into a competitive advantage.

What You'll Do

Strategic Account Management, Growth, & New Business

• Own the revenue retention, renewal, and expansion, strategy for Archer's most strategic, highest-value accounts, while mentoring Account Managers across the team on account planning best practices.

• Build and deepen executive relationships across the account to uncover new growth opportunities and drive long-term client value.

• Develop and execute long-term strategic account plans that drive client value and exceed revenue targets.

Sales Execution

• Lead the most complex expansion sales cycles, from opportunity identification through contract execution, across Archer's portfolio of solutions and services.

• Drive accurate pipeline management, forecasting, and territory planning to maintain consistent business performance.

• Navigate the most complex, multi-stakeholder buying committees, address client objections, and align groups across the account around business outcomes.

Client Partnership & Value Realization

• Partner with clients to understand their risk, compliance, audit, cyber risk, third-party risk, ESG, and business continuity priorities.

• Identify and position solutions that address evolving client needs while maximizing business impact.

• Serve as a trusted advisor and executive sponsor throughout the client relationship to ensure satisfaction and long-term success.

Cross-Functional Collaboration

• Partner with Marketing, Product, Client Success, Sales Engineering, and leadership teams to accelerate client growth, retention, and new business acquisition.

• Share client insights and market intelligence to influence product strategy, solution positioning, and go-to-market initiatives.

• Mentor and coach Account Managers across the team on account strategy, planning, and expansion deal strategy, while partnering with leadership to shape account management best practices.

Pipeline Development & Partner Ecosystem Management

• Generate and maintain a healthy pipeline through a combination of account expansion, inbound opportunities, partner relationships, and outbound prospecting across Archer's most strategic accounts.

• Build and manage relationships with partners, resellers, and distributors to expand market reach and client value.

• Drive opportunities across software, services, and training offerings to deliver comprehensive client solutions.

What You Bring

• 10+ years of experience in B2B sales, account management, or relationship-based selling, with demonstrated ownership of strategic account retention, renewal, and expansion for a company's most strategic accounts.

• Proven success managing the most complex software or IT sales cycles, including expansion deals, and consistently achieving or exceeding revenue targets.

• Strong knowledge of SaaS sales methodologies, strategic account planning, forecasting, and pipeline management.

• Exceptional communication, presentation, and negotiation skills, with the ability to influence senior leaders, clients, partners, and cross-functional stakeholders.

• Demonstrated ability to collaborate across Sales, Marketing, Product, and Client Success teams to drive business outcomes and client value.

• Experience using CRM platforms and AI-enabled tools to support forecasting, pipeline management, account planning, and client engagement.

• Strong organizational, time management, and prioritization skills, with the ability to manage multiple opportunities and client relationships in a fast-paced environment.

• Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent professional experience.

• Experience mentoring or informally leading other Account Managers, and partnering with leadership on account strategy for top-tier accounts.

Even Better If You Have

• Experience selling Governance, Risk, and Compliance (GRC), cybersecurity, risk management, or compliance software solutions.

• Recognition as a thought leader or subject matter expert within GRC, risk, compliance, or technology markets.

• Familiarity with frameworks and regulations such as NIST, ISO 27001, SOX, GDPR, or DORA.

• Experience managing partner, reseller, and distributor relationships in a software environment.

• Experience leading the most complex, multi-stakeholder renewal and expansion cycles for a company's largest and most strategic accounts.

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.

Pay Transparency Notice: We're committed to fair and transparent pay practices. In line with state pay transparency laws, for positions in this location, we offer a base pay of $105,200.00 to $180,000.00 USD, plus benefits. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Please contact our Talent Acquisition team at [email protected] for the range and related compensation details. Actual pay may vary based on location, experience, skills, and internal equity.