David Archer
Seattle,WA
Summary
Revenue leader with 20+ years scaling SaaS sales from early-stage ($5M) to IPO-level ($450M). I build strong managers, tighten process, and drive predictable growth across multi-region teams.
I focus on win rates, clean forecasts, smart territory design, and real alignment with Customer Success and RevOps. I thrive in fast-growth, VC-backed environments where performance and culture both have to scale.
Overview
16
16
years of professional experience
Work History
Vice President of Sales
Martindale-Avvo
Seattle
01.2024 - Current
- Executive leader of a $150M ARR organization across multiple brands serving the legal market.
- Merged three distinct sales organizations and delivered 30% YoY growth across regions.
- Lead 70+ sellers including Regional Directors, Managers, and Account Executives across multi-territory structure.
- Own national sales strategy, territory design, quota modeling, compensation structure, and forecast cadence.
- Increased win-rate consistency through structured deal reviews, value-based selling frameworks, and pipeline hygiene discipline.
- Partner closely with Customer Success leadership to improve retention, identify expansion opportunities, and align go-live handoffs.
- Collaborate with RevOps and Finance to improve KPI visibility, forecasting accuracy, and market coverage efficiency.
Vice President of Sales – CLM & E-Signature
ZYCUS CERTINAL
Remote
01.2023 - 01.2024
- Led enterprise SaaS sales organization selling contract infrastructure solutions into regulated and compliance-driven buyers.
- Rebuilt GTM motion to improve conversion across long, multi-stakeholder sales cycles.
- Built $4M+ net-new ARR pipeline in 8 months.
- Closed largest deal in division history.
- Implemented executive-level deal strategy frameworks to improve late-stage close rates.
- Strengthened alignment with post-sale teams to improve customer expansion and onboarding consistency.
Vice President of Inside Sales
ICERTIS
Bellevue
01.2019 - 01.2023
- Promoted to VP within first year; operated as GM of Inside Sales organization.
- Scaled team from 10 → 67 sellers including Managers, AEs, and SDRs.
- Designed territory segmentation and capacity planning models supporting national coverage.
- Exceeded quota (109%, 102%) while aggressively scaling headcount.
- Reduced ramp time and improved productivity through structured enablement (MEDPICC, value-based selling).
- Built performance management framework that improved forecast predictability and elevated win rates.
- Drove tighter integration between Sales Development, AEs, and Customer Success to strengthen pipeline quality and retention outcomes.
Senior Director of Sales
APPTIO
Seattle
01.2015 - 01.2019
- Rebuilt and scaled Inside Sales organization during hyper-growth phase ($70M → $300M ARR, IPO).
- Built multi-region coverage model supporting enterprise and mid-market expansion.
- Improved time-to-productivity by 42%.
- Institutionalized structured coaching for frontline managers.
- President’s Club: 2017, 2018.
Chief Revenue Officer
AVIDIAN TECHNOLOGIES
Seattle
01.2010 - 01.2015
- Early-stage executive (5th employee).
- Scaled revenue from $3M → $15M ARR.
- Built sales organization, pricing strategy, and GTM motion from zero.
- Developed territory coverage and compensation framework aligned to growth targets.
Education
Bachelor of Arts - Economics & Politics
Princeton University
Princeton, NJSkills
- National & Multi-Region Sales Strategy
- Managing Managers & Large AE Teams
- Territory Design & Capacity Planning
- Win-Rate Optimization & Sales Process Discipline
- Sales Customer Success Alignment
- Data-Driven Forecasting & KPI Reporting
- Compensation & Quota Modeling
- High-Growth SaaS Operating Rigor
EARLIER LEADERSHIP
- CenturyLink (Lumen) – Area VP, Northwest
- DS-IQ – VP of Retail Solutions (560% revenue growth)
Languages
Spanish
Full Professional
French
Limited Working
Timeline
Vice President of Sales
Martindale-Avvo
01.2024 - Current
Vice President of Sales – CLM & E-Signature
ZYCUS CERTINAL
01.2023 - 01.2024
Vice President of Inside Sales
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