Overview
Account Executive 2 Direct Sales at Archer Integrated Risk Management focuses on expanding and maintaining key accounts in Australia. Archer helps organizations manage risk in the digital era – uniting stakeholders, integrating technologies, and transforming risk into reward. As true pioneers in Integrated Risk Management (IRM) software, Archer remains solely dedicated to helping customers manage risk and compliance domains, from traditional operational risk to emerging issues such as ESG. With over 20 years in the risk management industry, the Archer customer base represents one of the largest pure risk management communities globally, with more than 1,200 customers including more than 50% of the Fortune 500.
Job Details
Location: Australia (Sydney/Melbourne/Brisbane) – remote-flexible with domestic travel to customer sites as required.
Primary Responsibilities
* Manage and expand a portfolio of existing accounts across Australia—ensure high product adoption, renewals, and upsells.
* Identify growth opportunities: discover new use cases, modules or services aligned with customer objectives.
* Account planning & forecasting: build and maintain account plans; track pipeline and forecast sales accurately via Salesforce or comparable CRM.
* Cross-functional collaboration: work closely with Archer Sales Engineers, Customer Success, Professional Services, and Marketing to meet customer objectives and roadmaps.
* Customer engagement: regularly engage decision-makers at executive and business levels to articulate value and lead adoption of new modules (e.g. ESG, third-party risk, AI governance).
* Contract negotiation and closure: manage the contractual and pricing process to secure renewals, expansions, and new module deployments.
* Market awareness: stay informed on GRC and regulatory developments in Australia, and advise clients and internal teams accordingly.
Key Requirements
* 2–5 years in SaaS sales, account management, or GRC solution sales (B2B, enterprise focus strongly preferred).
* Proven ability to grow revenue within existing accounts (upselling or cross-sell).
* Experience with Salesforce or similar CRM; comfortable with territory/account planning and forecasting.
* Familiarity with GRC, IRM, risk management, regulatory compliance, or third-party governance.
* Strong communication skills—able to engage executive stakeholders and build trust.
* Self-driven and organized with a consultative selling mindset.
Desirable Attributes
* Experience using sales enablement tools such as Salesloft, LinkedIn Sales Navigator, 6sense, ZoomInfo, Clay.
* Knowledge of risk quantification, AI-driven regulatory intelligence, ESG reporting, or control automation.
* Exposure to customer-centric sales support models that include cross-sell within an enterprise account setting.
Why You'll Love This Role
* Join a global IRM leader delivering transformational, AI-enabled risk and compliance tools.
* Work hands-on with strategic accounts to drive value and growth, influencing real-world risk and compliance outcomes.
* Gain exposure to a wide range of solutions—from audit and third-party risk to ESG and AI compliance.
* Progression path: expand into enterprise account executive, GRC specialist, or regional sales roles.
Job Information
* Seniority level: Mid-Senior level
* Employment type: Full-time
* Job function: Sales and Business Development
* Industries: IT Services and IT Consulting
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