Account Executive in London

About Us

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. You are 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. Be a part of a global community on a mission to make a real impact.

Position Overview:

The Account Executive is responsible for driving revenue growth for existing and new accounts for all products. As a key member of the team, success in this position is measured by increasing the products used by existing customers, moving existing customers to the Diligent One platform and selling the Diligent One Platform to new customers. This individual contributor position is responsible for initial prospect/customer meetings, pipeline management and accurate forecasting through to deal completion. The Account Executive builds strong relationships with commercial stakeholders and strategically leverages their knowledge and experience with Diligent’s products, solutions and strategy to develop deeper product expertise to address customers’ needs. This position requires a commercially astute individual with a proven track record of success. The Account Executive II 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 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 collaborates with key stakeholders to drive integrated joint account wins for mutual business growth.
• Leads the coordination of Sales stakeholders to prioritise 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:

• 5-7 years proven track record of success in account management and achieving revenue targets within the technology or GRC industry.
• Ability to build and maintain relationships with diverse 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.
• A high level of curiosity and empathy with the ability to understand a potential customer's context, issues and pain points through effective questioning and listening.
• 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.

What Diligent Offers You:

• Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be done 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.
• 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 is proud to be an equal opportunity employer. We do not discriminate based on race, colour, 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.