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About the Role

As a Senior Account Manager with Diligent, you will drive revenue growth, deepen customer engagement, and shape how businesses utilize our solutions. Your success will involve expanding product adoption among current customers and introducing new clients to our platform. This is a high-impact, individual contributor role requiring strategic vision, proactive relationship-building, and a relentless pursuit of excellence. You will manage the end-to-end sales cycle, from engaging prospects and managing a pipeline to delivering accurate forecasts and closing deals. Acting as a trusted advisor, you will lead account planning, orchestrate internal collaboration, and leverage expertise to elevate customer success and revenue growth.

Responsibilities

Build deep knowledge and expertise in Diligent’s products, solutions, strategy, and business priorities.
Prospect new and existing business within the designated vertical/territory for complex accounts with longer sales cycles.
Adopt a solutions selling approach, understanding customer needs and developing solutions through the Diligent One Platform.
Build deep relationships with prospects and customers by being customer-focused and honoring commitments.
Connect customers with internal commercial stakeholders to foster product growth.
Develop and execute account plans to meet revenue targets, quota, and customer business needs.
Collaborate with key stakeholders to drive integrated joint account wins for mutual business growth.
Lead the coordination of Sales stakeholders to prioritize actions for assigned accounts based on customer needs, sales generating importance, and account risks.
Develop specialized business plans for customers that drive business outcomes to generate new business and upsells.
Present business plans to customers to generate new non-qualified opportunities.
Create and lead feedback loop processes with product management and product marketing to communicate customer pain points and feedback.
Demonstrate sales excellence by managing the end-to-end sales cycle from opportunity to deal close using the Diligent approved sales methodology.
Utilize sales tools to prospect new leads, schedule initial meetings, increase win rates, and generate bookings.
Accurately maintain SFDC records, forecast, and report on projected bookings, deals closed, etc.
Demonstrate a deep understanding of the competitor landscape, customers’ business strategy, and industry trends.

Requirements

4+ years of success in account management, new business acquisition, and exceeding revenue targets, ideally within highly regulated industries, SaaS, or GRC space.
Proven experience in sales methodologies such as MEDDIC, Challenger & Command of the message.
Ability to build trust and influence senior leaders and stakeholders at all organizational levels.
Passion for continuous learning and a sharp understanding of both internal products and external industry trends.
Exceptional presentation, negotiation, and interpersonal skills that inspire confidence and drive outcomes.
Ability to align technology solutions with business objectives to deliver measurable value.
Self-motivation, resilience, and a results-driven approach to thrive in a dynamic, fast-paced environment.

Skills

Solutions selling
Account planning
Sales methodology (MEDDIC, Challenger, Command of the message)
Presentation
Negotiation
Interpersonal skills
Relationship building
Forecasting
SFDC utilization

Location

New York City
Washington D.C.
London
Galway
Budapest
Vancouver
Bengaluru
Singapore
Sydney

Work Type

Hybrid

Experience Level

Senior
4+ years

Benefits

Flexible work environment
Global days of service
Comprehensive health benefits
Meeting free days
Generous time off policy
Wellness programs

About the Company

Diligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1 million users and 700,000 board members to clarify risk and elevate governance.
The Diligent One Platform gives practitioners, the C-Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster.
At Diligent, we're building the future with people who think boldly and move fast.
Curiosity is in our DNA; we look for individuals willing to ask the big questions and experiment fearlessly.
We are building the future together.
Diligent created the modern governance movement.
Our world-changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability – to lead with purpose.
Our employees are passionate, smart, and creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place.

Equal Opportunity

Diligent is proud to be an equal opportunity employer.
We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws.
We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.
We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures.
Visa sponsorship may be available for select positions based on business needs and specific role requirements.