Position Overview:

Step into the role of Account Director and become the architect of revenue growth for Diligent. You'll be the mastermind behind larger, complex accounts with extended sales cycles, driving the expansion of our products within existing accounts and introducing new clients to the transformative Diligent One Platform.

As a pivotal member of our team, your success will be defined by your ability to amplify product usage among current customers and seamlessly onboard new clients to our platform. This individual contributor position demands a proactive approach to prospect/customer meetings, meticulous pipeline management, and precise forecasting through to deal completion. You’ll be orchestrating the strategic execution of account plans, leveraging internal expertise to cultivate and grow accounts.

Moreover, you’ll provide invaluable coaching, guidance, and support to Sales stakeholders, ensuring they grasp and implement best practices. We seek a commercially savvy individual with a distinguished track record of success, someone who embodies our culture and values while forging collaborative efforts with stakeholders to achieve shared goals.

Key Responsibilities:

• Master the deep knowledge of Diligent's products, solutions, strategy, and business priorities.
• Spearhead the prospecting of new and existing business within your designated vertical/territory, focusing on larger, complex accounts with extended sales cycles.
• Embrace a 'solutions' selling approach, understanding customer needs and crafting solutions through the Diligent One Platform.
• Leverage strategic, industry-focused insights to create a long-term competitive advantage for our clients.
• Expand strategic customer relationships, driving larger impacts and fostering growth across the organization.
• Gather customer feedback on additional needs, products, and features, collaborating with product management and marketing to drive change.
• Develop and execute strategic business/account plans that generate new business and upsell opportunities, leading cross-functional teams to deliver on account plans.
• Navigate the end-to-end sales cycle, from opportunity to deal close, using Diligent's approved sales methodology.
• Utilize sales tools effectively to prospect new leads, schedule initial meetings, increase win rates, and generate bookings.
• Maintain accurate SFDC records, forecast, and report on projected bookings and closed deals regularly.
• Demonstrate deep expertise in the competitive landscape, including customer business strategies and industry direction.

Required Experience/Skills:

• 7-10 years of proven success in sales & account management, achieving revenue targets within technology or GRC industries.
• Ability to build and maintain relationships with senior leaders and stakeholders at various organizational levels.
• Commitment to continuous learning, with proven knowledge of internal products, industry trends, and the 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 adept at thriving in a fast-paced, dynamic environment.