Account Executive - Commercial

Commercial Account Executive

A new regulatory change lands somewhere in the world every six minutes, and agentic AI is outpacing most teams' ability to govern it. At Archer, we help the enterprises powering the global economy turn that pressure into an advantage.

Mandates like the EU AI Act and the SEC cybersecurity disclosure rules are driving the most significant GRC buying cycle we have seen in years. That demand is why we are growing this team.

This is hard work that matters. Our clients span energy, utilities, financial services, pharmaceuticals, and the public institutions communities depend on. People choose Archer because they get to partner with the most trusted brands in the world, on work that protects the clients and communities those brands serve.

If that sounds like your kind of work, let's chat.

The Role

As part of Archer's Sales organization, the Commercial Account Executive is responsible for driving new business growth and strategic account development across a defined territory of prospective and existing accounts. Working closely with executive stakeholders, this role combines consultative selling, account leadership, and business partnership to deliver measurable outcomes for clients and long-term value for Archer.

This role is based in São Paulo and owns new logo growth across the entire Latin America region within the Commercial segment (companies with up to 2,500 employees). It is built for someone who loves the chase: heavy prospecting, pursuing to shorten sales cycles, and the satisfaction of turning a cold list into a closed deal, with a small piece of farming into the installed customer base.

Working closely with clients, Sales Engineering, Marketing, Client Success, Product, and partner organizations, you will drive account and territory strategy, new logo acquisition, pipeline development, and account growth and revenue attainment across Archer's target market. Reporting to the Sales Director, this is an opportunity to build executive client relationships, influence business outcomes, and represent Archer's vision for adaptive, intelligent risk management.

What You'll Do

New Business Development & Account Growth

• Own new logo acquisition while identifying expansion opportunities across strategic accounts within your territory primarily through consistent, high-volume prospecting into net new accounts across the full Commercial segment.
• Develop and execute territory and account plans that drive pipeline growth, revenue attainment, and long-term client value.
• Build and deepen relationships with executive sponsors, decision-makers, and key stakeholders to identify new growth opportunities and drive long-term client value.

Sales Execution

• Lead complex sales cycles from opportunity identification through contract execution, driving expansion revenue and closing large, strategic opportunities across Archer's portfolio of solutions.
• Drive accurate territory planning, forecasting, and pipeline management to maintain predictable business performance.
• Navigate buying committees and align stakeholder groups around measurable business outcomes.

Client Partnership & Solution Leadership

• Partner with clients to understand their governance, risk, compliance, cyber risk, third-party risk, ESG, and resilience priorities.
• Position tailored solutions through executive client presentations, demonstrations, and business value discussions that address evolving client challenges and maximize business impact.
• Serve as a trusted advisor throughout the sales process while partnering with internal teams to support long-term client success and growth.
• Travel regularly across Latin America to build relationships with partners and prospects in market.

Cross-Functional Collaboration

• Partner closely with Sales Engineering, Marketing, Product Management, Client Success, and leadership teams to drive client growth and retention.
• Share client feedback, industry trends, and market insights to influence product strategy and go-to-market initiatives.

Pipeline Development & Ecosystem Engagement

• Generate and maintain a healthy pipeline through a combination of net new logo prospecting, account expansion, partner relationships, referrals, inbound opportunities, and strong and consistent outbound engagement.
• Build and manage relationships with partners, resellers, and distributors to expand market reach and client value, including sourcing, qualifying, and jointly closing opportunities with them. Coaching them on qualification and Archer's offering, since Archer sells and implements through its partner ecosystem in Latin America.
• Drive opportunities across Archer's software, professional services, and training offerings to deliver comprehensive client solutions.

What You Bring

• 3-5 years of experience in B2B sales, business development, or consultative selling, with demonstrated success acquiring new clients and achieving revenue targets.
• Proven success managing complex full sales cycles and consistently achieving quota.
• Experience selling software, SaaS, IT, cybersecurity, risk management, or compliance-related solutions.
• Strong executive presence with exceptional communication, presentation, and negotiation skills.
• Demonstrated ability to build trusted relationships with executive buyers, stakeholders, and influencers across complex organizations.
• Experience conducting business value conversations, executive presentations, and solution demonstrations for prospective audiences.
• Strong territory planning, forecasting, pipeline and account management skills.
• Experience using CRM platforms and AI-enabled tools to support sales execution, forecasting, and client engagement.
• Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent professional experience.
• Fluent in Portuguese and Spanish, with an advanced level of English, given this territory spans the full Latin America region.
• Comfortable with frequent travel across Latin America.
• Strong, demonstrated hunting instincts, with a track record of building pipeline from scratch.

Even Better If You Have

• Experience selling GRC, cybersecurity, risk management, audit, or compliance software solutions.
• Security selling experience.
• Familiarity with frameworks and regulations such as NIST, ISO 27001, SOX, GDPR, DORA, or related compliance standards.
• Experience managing partner, reseller, and distributor relationships in a software environment.
• Experience selling AI-powered, analytics-driven, or data-centric SaaS solutions.
• Recognition as a subject matter expert within GRC, risk, compliance, cybersecurity, or technology markets.

Travel Required

Yes. 30-40% as needed