About Diligent
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 reimagining workflows with AI, you'll help us unlock entirely new ways of working and thinking.
Role Overview
As an Account Manager with Diligent, you'll be at the forefront of driving revenue growth, deepening customer engagement, and shaping the future of how businesses utilise our cutting-edge solutions. Success in this role means expanding product adoption among current customers and introducing new clients to our platform. This is a high-impact, individual contributor role that demands strategic vision, proactive relationship-building, and relentless pursuit of excellence. You'll be responsible for everything from engaging prospects and managing a robust pipeline to delivering accurate forecasts and closing deals. Acting as a trusted advisor and strategist, you'll lead account planning, orchestrate internal collaboration, and leverage expertise to elevate customer success and revenue growth.
Responsibilities
•Proactively build a deep knowledge of and expertise in Diligent's products, solutions, strategy and business priorities
•Responsible for expanding existing business within the designated vertical / territory for complex accounts
•Adopt 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 honouring 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 collaborate with key stakeholders to drive integrated joint account wins for mutual business growth
•Lead the coordination of Sales stakeholders to prioritise actions for multiple assigned accounts based on customer needs, sales generating importance, and account risks
•Develop specialised 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 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 utilise 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
•Demonstrate a deep understanding of the competitor landscape externally, including customers' business strategy and the direction of the industry
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
•The ability to build trust and influence senior leaders and stakeholders at all organisational levels
•A 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
•A knack for aligning 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
Work Arrangement
Diligent is headquartered in New York, with offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney. To foster strong collaboration and connection, this role follows a hybrid work model: if you are within commuting distance to one of Diligent's office locations, you will be expected to work onsite at least 50% of the time.
