Account Executive II

Diligent is the global leader in modern governance, providing SaaS solutions across governance, risk, compliance, audit and ESG. Empowering more than 1 million users and 700,000 board members and leaders with a holistic view of their organization’s GRC practices so they can make better decisions, faster. At Diligent, you are an agent of positive change, joining a team of passionate, smart, creative people who want to help build the software company of the future and make the world a more sustainable, equitable and better place.

As an Account Executive II with Diligent, you will 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 will be responsible for:

• Engaging prospects and managing a robust pipeline.
• Delivering accurate forecasts and closing deals.
• Acting as a trusted advisor and strategist.
• Leading account planning and orchestrating internal collaboration.
• Leveraging expertise to elevate customer success and revenue growth.

We’re looking for a commercially sound sales professional with a track record of exceeding targets, a natural collaborator, and someone who thrives in fast-paced, high-growth environments. If you’re driven to create value, embody a customer-first ethos, and deliver innovative solutions, this is the role for you.

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 honouring commitments.
• Develop and execute on account plans to ensure revenue targets, quota and customer business needs are met.
• 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.
• 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.

Required Experience/Skills:

• 5+ years of success in account management, new business acquisition, and exceeding revenue targets, ideally within highly regulated industries, SaaS or GRC space.
• 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.

What Diligent Offers You:

• Creativity is ingrained in our culture. We are innovative collaborators by nature.
• 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.
• Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us.

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.