Enterprise Account Manager for Florida and Georgia territory

Archer helps the enterprises powering the global economy turn regulatory pressure into an advantage. With a new regulatory change landing somewhere in the world every six minutes and agentic AI outpacing most teams' ability to govern it, Archer’s AI-powered GRC solutions enable organizations to navigate increasingly complex risk, compliance, and governance challenges. Our customers span energy, utilities, financial services, pharmaceuticals, and public institutions. People choose Archer because they get to partner with the most trusted brands in the world on work that protects customers and communities.

About the role

As part of Archer's Enterprise Sales team, the Enterprise Account Manager is responsible for driving long-term customer value across a portfolio of strategic enterprise accounts. This role exists to help organizations address complex risk, compliance, and governance challenges by partnering with executive stakeholders and aligning Archer's AI-powered GRC solutions to their business priorities. Reporting to the Regional Sales Director, this is an opportunity to build trusted executive relationships, influence strategic business outcomes, and help customers transform risk management from a compliance exercise into a competitive advantage.

Responsibilities

• Own the revenue retention, renewal, and expansion strategy for a portfolio of approximately 20 named enterprise accounts.
• Build and deepen relationships with executive sponsors, decision-makers, and key influencers to uncover new growth opportunities.
• Develop and execute strategic account plans that drive long-term customer value and exceed revenue targets.
• Lead complex 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 enterprise buying committees, address customer objections, and align stakeholders around business outcomes.
• Partner with customers to understand their risk, compliance, audit, cyber risk, third-party risk, ESG, and business continuity priorities.
• Identify and position solutions that address evolving customer needs while maximizing business impact.
• Serve as a trusted advisor and primary escalation point to ensure customer satisfaction and long-term success.
• Partner with Marketing, Product, Customer Success, Sales Engineering, and leadership teams to accelerate customer growth and retention.
• Share customer insights and market intelligence to influence product strategy, solution positioning, and go-to-market initiatives.
• Generate and maintain a healthy pipeline through account expansion, inbound opportunities, partner relationships, and outbound prospecting.
• Build and manage relationships with partners, resellers, and distributors to expand market reach and customer value.
• Drive opportunities across software, services, and training offerings to deliver comprehensive customer solutions.

Requirements

• 8+ years of experience in B2B enterprise sales, account management, or relationship-based selling, with demonstrated ownership of strategic account retention, renewal, and expansion.
• Proven success managing complex enterprise software or IT sales cycles 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, customers, partners, and cross-functional stakeholders.
• Demonstrated ability to collaborate across Sales, Marketing, Product, and Customer Success teams to drive business outcomes and customer value.
• Experience using CRM platforms and AI-enabled tools to support forecasting, pipeline management, account planning, and customer engagement.
• Strong organizational, time management, and prioritization skills, with the ability to manage multiple opportunities and customer relationships in a fast-paced environment.
• Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent professional experience.

Preferred Qualifications

• 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 enterprise technology markets.
• Familiarity with frameworks and regulations such as NIST, ISO 27001, SOX, GDPR, or DORA.
• Experience managing partner, reseller, and distributor relationships in an enterprise software environment.