David Archer
Summary
VP of Sales with 20+ years scaling enterprise sales organizations in mission-critical, risk-sensitive software markets. Repeated success building and operating teams at the 50–100 seller stage, with full ownership of compensation planning, enablement, RevOps alignment, and forecast discipline. Proven leader in complex, multi-stakeholder procurement environments selling to global enterprises and regulated buyers.
Overview
16
16
years of professional experience
Work History
Vice President of Sales – Martindale-Avvo
INTERNET BRANDS
01.2024 - Current
- Executive owner of a 70+ seller organization (regional directors, managers, inside sales) across multiple brands and GTM motions.
- Full accountability for compensation structures, territory design, quota setting, enablement, and operating cadence.
- Lead revenue strategy for mission-critical services evaluated on vendor risk, ROI certainty, and operational impact.
- Partner with RevOps, Finance, and Product to maintain forecast accuracy and scalable growth through organizational change and M&A integration.
Vice President of Sales – CLM & e-Signature
ZYCUS CERTINAL
01.2023 - 01.2024
- Led a global enterprise sales organization selling contract infrastructure software into highly risk-sensitive buyers.
- Rebuilt GTM motion to support long, complex procurement cycles involving legal, security, and compliance.
- Built $4M+ net-new ARR pipeline in 8 months and closed the largest deal in division history.
- Hands-on leadership across deal strategy, exec alignment, and late-stage risk mitigation.
Vice President of Inside Sales (CLM)
ICERTIS
01.2019 - 01.2023
- Promoted to VP after 11 months; operated as GM for Inside Sales.
- Scaled team from 10 → 67 sellers, including managers and SDRs.
- Owned comp plans, enablement programs, hiring profiles, and promotion paths.
- Supported 11-month enterprise sales cycles with $353K average ARR.
- Exceeded quota in consecutive years (109%, 102%) while scaling headcount.
- Introduced MEDPICC and value-based selling to stabilize forecasts and improve deal quality.
Senior Director of Sales
APPTIO
01.2015 - 01.2019
- Rebuilt SDR and Inside Sales from the ground up, supporting growth from $70M → $300M ARR and a successful IPO.
- Majority of wins tied to $1B+ enterprise customers with complex procurement processes.
- Improved time-to-productivity by 42% through structured enablement.
- President’s Club: 2017, 2018.
Chief Revenue Officer
AVIDIAN TECHNOLOGIES
01.2010 - 01.2015
- Early-stage executive and 5th employee.
- Built sales org, pricing, and GTM motion from zero.
- Scaled revenue from $3M → $15M ARR selling mission-critical software.
Education
Bachelor of Arts - Economics & Politics
Princeton University
Skills
- Team Scale: Built and led sales orgs from 10 → 50 → 70 → 100, multiple times
- Operating Scope: Comp design, quota modeling, enablement, RevOps, forecasting
- Buyer Profile: Risk-sensitive, consensus-driven, long sales cycles
- Deal Complexity: Legal, security, finance, executive approval required
- Stage Fit: Growth-stage, pre-exit, and IPO-scale organizations
Websites
Timeline
Vice President of Sales – Martindale-Avvo
INTERNET BRANDS
01.2024 - Current
Vice President of Sales – CLM & e-Signature
ZYCUS CERTINAL
01.2023 - 01.2024
Vice President of Inside Sales (CLM)
ICERTIS
01.2019 - 01.2023
Senior Director of Sales
APPTIO
01.2015 - 01.2019
Chief Revenue Officer
AVIDIAN TECHNOLOGIES
01.2010 - 01.2015
Bachelor of Arts - Economics & Politics
Princeton University