Director of Sales

Company Overview

Archera empowers organizations of all sizes to optimize their cloud costs through unique, short-term, insured GRI (Guaranteed Reserved Instance) and GSP (Guaranteed Savings Plan) commitments. Hundreds of customers rely on Archera's innovative FinTech solutions to increase their cloud ROI while accelerating revenue objectives and service agility.

Archera's unique cloud rate insurance products and free FinOps platform enable teams to accurately predict and plan infrastructure growth, maximize commitment-based savings, and hedge against market demands and evolving cloud service provider offerings and incentives. Archera works closely with Amazon, Microsoft, Google, and a broad network of software and services partners to help each customer execute upon a bespoke, financially-prudent cloud growth and success strategy.

Position Overview

We’re looking for a Director of Sales to lead and scale Archera’s revenue organization as we continue to grow. This role owns both strategy and execution—managing and expanding a high-performing sales team, driving complex multi-cloud and multi-partner deals, and setting the standard for how we sell.

You’ll work closely with executive leadership, Partner Sales, Marketing, Customer Success, and Sales Operations to sharpen our go-to-market motion, improve pipeline health, and consistently deliver strong revenue outcomes. This is a hands-on leadership role for someone who thrives in high-growth environments, leads from the front, and brings rigor, clarity, and momentum to the sales organization.

What You’ll Be Responsible For

• Lead and grow a high-performing sales team focused on complex, multi-cloud FinOps deals, owning revenue delivery while building a repeatable, predictable sales motion as a true player/coach
• Translate strategy into execution across coverage, pipeline development, deal discipline, quota setting, and forecasting, ensuring strong visibility and accuracy at every stage
• Recruit, onboard, and develop high-performing salespeople; coach for skill, judgment, and consistency while setting a high bar for accountability, integrity, and customer obsession
• Get hands-on in meaningful deals, helping shape strategy, unblock challenges, and model strong sales execution when it matters most
• Build, refine, and scale sales processes, playbooks, and operating rhythms that help the team sell more effectively as the company grows
• Maintain rigorous pipeline hygiene, deal inspection, and performance metrics to understand what’s working, where the team is getting stuck, and how to improve
• Partner closely with Sales Operations, Finance, Marketing, Customer Success, and Partner Sales to align data, incentives, and execution
• Stay deeply connected to the FinOps and cloud ecosystem (AWS, Azure, GCP), using market insight to guide strategy, enable the team, and represent Sales in leadership and cross-functional forums

Qualifications

• 7+ years of sales experience, including 4+ years in sales leadership within a high-growth FinOps, Cloud, or Enterprise SaaS environment
• Proven experience leading complex sales teams with a track record of consistently meeting or exceeding team revenue plans
• Deep understanding of enterprise technology sales, including multi-stakeholder buying processes and technically sophisticated buyers
• Comfortable operating in a fast-moving startup environment with a bias toward action, ownership, and accountability
• Strong command of pipeline development, deal progression, forecasting, and sales performance management
• Demonstrated ability to recruit, coach, and retain top sales talent across multiple experience levels
• Experience presenting to executive leadership with clarity, confidence, and data-driven insights
• Strong ability to build consensus and drive alignment across internal teams and external customer stakeholders
• Solid technical acumen, enabling credible engagement with cloud, engineering, and FinOps-focused buyers

Benefits

• Fully remote (with offices in Bellevue, WA and NYC for co-working opportunity)
• Full Medical, Dental, and Vision coverage with premiums covered 100% employee, 50% dependent
• 401(k)
• Flexible PTO
• Flexible spending accounts (healthcare, transit and dependent care)
• Cell phone stipend and lifestyle benefit