Role Description The Enterprise Account Executive is responsible for prospecting, developing, and expanding large, complex organizations within an assigned territory, including Fortune 1000 companies and other large regional or national enterprises. This role focuses on generating new enterprise opportunities while growing strategic programs within existing customers through a land-and-expand sales approach. The Enterprise AE leads executive-level discovery, navigates long and complex sales cycles with multiple stakeholders, and delivers consultative solutions aligned to operational, compliance, and scale requirements. Once business is secured, the role owns the customer relationship—driving deployment execution, long-term partnership development, and expansion across locations, services, and solutions in close collaboration with internal teams. Organizational Impact - Focus on identifying and securing large enterprise accounts. - Contribute directly to Sarnova’s revenue and market expansion. - Build relationships with senior decision-makers. - Execute strategic sales initiatives to enhance Sarnova’s reputation. - Deliver new, high-value customers to help shape the organization’s long-term success. Essential Duties and Responsibilities - Own enterprise prospecting, opportunity development, and closing of new customer accounts with significant revenue potential within an assigned territory. - Develop and execute territory level prospecting and account strategy using market intelligence, targeted outreach, and executive networking to build a sustainable pipeline. - Build and maintain strong, in-person relationships with customers, prospects, and key partners through regular travel across a large, multi-state territory using both car and air travel. - Lead executive-level discovery and manage relationships with C-suite executives, economic buyers, and operational leaders to drive complex sales cycles to close. - Prepare and deliver compelling presentations and proposals aligned to customer needs, challenges, and desired business outcomes. - Negotiate contracts, pricing, and commercial terms to achieve mutually beneficial outcomes aligned with company objectives. - Partner cross-functionally to support onboarding and deployment while maintaining ownership of the customer relationship. - Maintain accurate, timely, and disciplined CRM data to support opportunity management, forecasting accuracy, and deal execution. - Monitor market dynamics and competitive activity to identify new growth and expansion opportunities. - Collaborate regularly with sales leadership and internal partners for strategy alignment, ongoing coaching, and continuous improvement. - Operate with autonomy and accountability in a fast-moving environment, while actively leveraging available resources and support to drive results. Qualifications - Bachelor’s degree in business, sales, marketing, or equivalent experience. - 5+ years of successful sales experience, with demonstrated results in enterprise or complex solution sales involving long sales cycles and multiple stakeholders. - Proven entrepreneurial mindset with the ability to independently build territory strategy and manage a book of business while benefiting from structured support and leadership coaching. - Demonstrated success prospecting, self-generating pipeline, and consistently meeting or exceeding sales targets. - Strong consultative selling skills with the ability to understand complex customer challenges and articulate value-based solutions. - Ability to manage multiple fast-moving opportunities simultaneously while maintaining organization, prioritization, and attention to detail. - High proficiency with CRM and sales technologies, with a disciplined approach to opportunity management, forecasting, and pipeline hygiene. - Strong negotiation, analytical, and judgment skills with a record of balanced, favorable outcomes. - Exceptional interpersonal and executive-level communication skills across a variety of audiences and selling environments. - Willingness and ability to travel regularly within a large, multi-state territory to support in-person selling and relationship development. - Ability to operate independently in a remote environment while fully engaging in training, coaching, and internal collaboration to drive continuous improvement. Compensation This position offers a base salary of approximately $80,000, with total on-target earnings (OTE) of approximately $140,000 through a combination of base salary and incentive compensation. Actual earnings may vary based on individual performance and attainment of sales goals. This is a field-based sales role requiring regular travel throughout Arizona, Utah, and Nevada, including customer visits, territory management, industry events, and occasional company meetings. Candidates should expect overnight travel and be comfortable spending a significant portion of their time within the assigned territory. Benefits - Competitive salary, commensurate with experience. - Comprehensive benefits package, including 401(k) Plan.

Role Description Archera is looking for a Senior Technical Account Manager to serve as a trusted cloud optimization advisor to our enterprise and mid-market customers. You'll own the post-sales technical relationship, helping customers maximize the value of their insured cloud commitments through proactive FinOps guidance, optimization strategy, and executive-level partnership across AWS, Azure, and/or GCP cloud economics. As a senior member of a growing Customer Success organization, you'll set the standard for technical account management at Archera, mentoring peers and helping shape the team's playbook as we scale. This is a high-visibility role with potential for growth into management in the future. This is a fully remote role based in the United States, with East Coast candidates preferred. Key Responsibilities - Own the post-sales technical relationship as each customer's primary advisor across AWS, Azure, and GCP environments - Develop trusted relationships with technical and business stakeholders, and understand each customer's cloud architecture, financial objectives, and operational priorities - Monitor commitment coverage and utilization, delivering proactive optimization recommendations that maximize savings and minimize commitment risk - Advise customers on multi-cloud commitment strategy and sizing, FinOps maturity, and cloud governance - Translate cloud consumption data into executive-level business insights - Lead Quarterly Business Reviews, presenting utilization trends, realized savings, and optimization opportunities to finance, engineering, and infrastructure leaders - Partner with Account Executives to identify expansion opportunities and additional insured commitments as customer environments grow - Collaborate with Product, Engineering, and Support to resolve customer challenges and channel feedback for future product roadmap decisions - Mentor and support more junior Technical Account Managers, helping establish best practices and scale the function Qualifications - 5+ years in Technical Account Management, Customer Success, Solutions Architecture, Cloud Consulting, or a similar customer-facing technical role - Experience leading or mentoring more junior peers - AWS/Azure/GCP certifications - Hands-on experience with AWS, GCP, and/or Microsoft Azure - Strong understanding of cloud infrastructure and cloud economics - Familiarity with FinOps principles and cloud cost optimization - Experience with cloud commitment programs such as Reserved Instances, Savings Plans, Committed Usage Discounts, or EDP/MACC - Experience presenting to executive stakeholders - Experience supporting enterprise customers - Ability to translate technical concepts into business outcomes - Excellent written and verbal communication skills - Bachelor's degree Nice to Have - FinOps Certified Practitioner or equivalent experience Benefits - Competitive salary and equity package - Comprehensive medical, dental, and vision coverage - 401(k) plan - Flexible PTO policy - Remote-first culture - Opportunity to shape and scale a category-defining FinTech platform

Role Description Archera is looking for a Technical Account Manager with deep Microsoft Azure expertise to serve as a trusted cloud optimization advisor to our customers. You'll own the post-sales technical relationship, helping customers maximize the value of their insured cloud commitments through proactive FinOps guidance and optimization strategy, with a primary focus on Azure environments and exposure to AWS and GCP. This is a fully remote role based in the United States. Key Responsibilities - Own the post-sales technical relationship as each customer's primary advisor, with a focus on Microsoft Azure environments. - Develop trusted relationships with technical and business stakeholders, and understand each customer's cloud architecture, financial objectives, and operational priorities. - Monitor Azure commitment coverage and utilization, delivering proactive optimization recommendations that maximize savings and minimize commitment risk. - Advise customers on Azure commitment strategy and sizing, FinOps maturity, and cloud governance. - Translate cloud consumption data into executive-level business insights. - Lead Quarterly Business Reviews, presenting utilization trends, realized savings, and optimization opportunities to finance, engineering, and infrastructure teams. - Partner with Account Executives to identify expansion opportunities and additional insured commitments as customer environments grow. - Collaborate with Product, Engineering, and Support to resolve customer challenges and channel feedback for future product roadmap decisions. Qualifications - 4+ years in Technical Account Management, Customer Success, Solutions Architecture, Cloud Consulting, or a similar customer-facing technical role. - Hands-on experience with Microsoft Azure. - Azure certifications. - Strong understanding of cloud infrastructure and cloud economics. - Familiarity with FinOps principles and cloud cost optimization. - Experience with cloud commitment programs such as Azure Reservations, Savings Plans, or MACC. - Experience presenting to executive stakeholders. - Ability to translate technical concepts into business outcomes. - Excellent written and verbal communication skills. - Bachelor's degree. Nice to Have - FinOps Certified Practitioner or equivalent experience. Benefits - Competitive salary and equity package. - Comprehensive medical, dental, and vision coverage. - 401(k) plan. - Flexible PTO policy. - Remote-first culture. - Opportunity to shape and scale a category-defining FinTech platform.

Role Description Archera is looking for an Enterprise Account Executive to own complex, high-value sales cycles across our enterprise segment. You’ll lead strategic, multi-stakeholder deals from prospecting through close, engaging senior technical and financial decision makers and quantifying the savings Archera delivers at scale. This is a quota-carrying role for a seller with a proven enterprise track record, strong executive presence, and the strategic acumen to orchestrate long, consultative sales cycles. You’ll partner closely with SDRs, Solutions Engineers, partners, and leadership to build and win enterprise pipeline. Key Responsibilities - Own complex, end-to-end enterprise sales cycles from prospecting through close - Prospect into strategic enterprise accounts and build pipeline through personalized, multi-channel outreach - Run discovery and demo calls, delivering tailored savings analyses that map Archera’s value to each customer’s cloud environment - Progress and orchestrate multi-stakeholder deals across engineering, FinOps, finance, and executive leadership - Build strategic account plans and conduct account mapping to engage and align senior decision makers - Partner with SDRs, Solutions Engineers, partners, and marketing on account strategy and executive messaging - Maintain accurate pipeline, forecast, and activity data in Salesforce and the broader sales stack - Prepare executive-level presentations and represent Archera at events and conferences - Continuously incorporate coaching and market feedback to refine your approach Qualifications - 3+ years of enterprise sales experience with a proven track record of closing enterprise deals - Deep understanding of the enterprise sales motion - Coachability — adaptable to change and able to incorporate new learnings promptly and effectively - Curiosity — digs deeper than surface-level learnings, objections, and pain points - Proficiency with a modern sales stack, including Salesforce, Gong, Apollo, Dripify, and Zoom - AI-enabled and proficient in applying AI tools to sell more effectively - Demonstrated executive presence - Demonstrated experience selling to a highly technical persona Nice to Have - Experience selling to cloud infrastructure and/or FinOps customers - Experience at a FinOps, cloud infrastructure, observability, or cloud optimization company - Cloud and/or FinOps certifications Compensation On-target earnings (OTE): $250,000–$300,000, with uncapped commission. This is a fully remote role based in the United States (East Coast preferred). Benefits - Competitive salary and equity package - Comprehensive medical, dental, and vision coverage - 401(k) plan - Flexible PTO policy - Remote-first culture - Annual wellness benefit - Opportunity to shape and scale a category-defining FinTech platform