Position Overview:
The Expansion Account Executive is responsible for driving revenue growth within our existing customer base across the full product portfolio. As a key member of the commercial organization, success in this role is measured by increasing product adoption, expanding footprint across business units, and advancing customers onto the Diligent One platform.
This individual contributor position is responsible for initial prospect/customer meetings, pipeline management and accurate forecasting through to deal completion. The Account Executive leads the strategic execution of account plans and orchestrates internal expertise to deliver on and grow accounts. This position requires a commercially astute individual with a proven track record of success. The Account Director embodies our culture and values and has demonstrated experience collaborating with stakeholders to realize shared goals.
Key Responsibilities
Proactively build a deep knowledge of and expertise in Diligent’s products, solutions, strategy and business priorities.
Responsible for prospecting new and existing business within the designated vertical / territory for complex accounts with longer sales cycles.
Adopts a ‘solutions’ selling approach, understanding customer needs and developing solutions through the lens of the Diligent One Platform.
Build deep relationships with prospects and customers during interactions by being customer-focused and consistently honoring commitments and connecting the customer to internal commercial stakeholders to foster product growth.
Develop and execute on account plans to ensure revenue targets, quota and customer business needs are met and collaborates with key stakeholders to drive integrated joint account wins for mutual business growth.
Leads the coordination of Sales stakeholders to prioritize actions for multiple assigned accounts based on customer needs, sales generating importance, and account risks.
Develops specialized business plans for customers that drive business outcomes to generate new business and upsells. Presents business plans to customers to generate new non-qualified opportunities.
Create and lead feedback loop processes with product management and product marketing to communicate and relay 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.
Effectively utilize sales tools to prospect new leads, schedule initial meetings, increase win rates and generate bookings.
Accurately maintain SFDC records, forecast and report out on projected bookings, deals closed etc. on a regular basis.
Demonstrates a deep understanding of the competitor landscape externally, including customers’ business strategy and the direction of the industry.
Required Experience/Skills:
5 years proven track record of success in account management/new business and achieving revenue targets within highly regulated industries or GRC industry.
Ability to build and maintain relationships with Senior leaders and stakeholders at different levels of the organization.
Continuous learning, including proven knowledge and expertise of internal products and external industry trends and customer landscape.
Strong communication, presentation and influencing skills.
Demonstrated strategic thinking and ability to align technology solutions with business objectives.
Self-motivated, results-driven, and ability to work in a fast-paced and dynamic environment.
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About Us
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. Whether you're designing systems that leverage large language models or part of a team reimaging workflows with AI, you'll help us unlock entirely new ways of working and thinking. Curiosity is in our DNA, we look for individuals willing to ask the big questions and experiment fearlessly - those who embrace change not as a challenge, but as an opportunity. The future belongs to those who keep learning, and we are building it together. At Diligent, you’re not just building the future - you’re an agent of positive change, joining a global community on a mission to make an impact.
Learn more at diligent.com or follow us on LinkedIn and Facebook
What Diligent Offers You
Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients
We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few
We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney.
Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding.
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.
Headquartered in New York, Diligent has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney. To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community.
We are a drug free workplace. 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. See also Diligent's EEO Policy and Know Your Rights. We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at recruitment@diligent.com.
To all recruitment agencies: Diligent does not accept unsolicited agency resumes. Please do not forward resumes to our jobs alias, Diligent employees or any other organization location. Diligent is not responsible for any fees related to unsolicited resumes.