Account Executive - SMB & Mid-Market in London

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 are building the future with people who think boldly and move fast. Whether you are designing systems that leverage large language models or reimagining workflows with AI, you will help us unlock new ways of working and thinking. Curiosity is in our DNA, and we look for individuals willing to ask big questions and experiment fearlessly. The future belongs to those who keep learning, and we are building it together. You are not just building the future – you are an agent of positive change, joining a global community on a mission to make an impact.

Position Overview

The Account Executive is responsible for driving revenue growth for existing and new accounts for all products. Success is measured by increasing product usage by existing customers, moving 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 leads the strategic execution of account plans and orchestrates internal expertise to deliver on and grow accounts. A commercially astute individual with a proven track record of success, the Account Executive embodies our culture and values and collaborates 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.
• Prospect new and existing business within the designated vertical/territory for complex accounts with longer sales cycles.
• 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 by being customer-focused, honoring commitments, and connecting the customer to internal commercial stakeholders to foster product growth.
• Develop and execute account plans to meet revenue targets, quota and customer business needs; collaborate with stakeholders to drive joint account wins for mutual growth.
• Lead the coordination of Sales stakeholders to prioritize actions for multiple accounts based on customer needs, importance, and risks.
• Develop specialized business plans for customers that drive outcomes to generate new business and upsells; present plans to generate new opportunities.
• Create and lead feedback loop processes with product management/marketing to communicate customer pain points and feedback.
• Demonstrate sales excellence by managing the end-to-end sales cycle from opportunity to close using the Diligent sales methodology.
• Utilize sales tools to prospect new leads, schedule initial meetings, increase win rates and generate bookings.
• Accurately maintain SFDC records, forecast, and report projected bookings and deals closed regularly.
• Demonstrate a deep understanding of the external competitor landscape, customer strategy, and industry direction.

Required Experience/Skills

• 5 years proven track record of success in account management or new business and achieving revenue targets within highly regulated industries or GRC.
• Ability to build and maintain relationships with Senior leaders and stakeholders at different levels of the organization.
• Continuous learning with knowledge 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 able 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 and explore how things can be different internally and for our clients. We care about our people with a flexible work environment, health benefits, generous time off, and wellness programs. Global presence with office hubs in multiple cities; hybrid work model described. If you are within commuting distance to a Diligent location, you will be expected to work onsite at least 50% of the time. We are an equal opportunity employer and are committed to a diverse, inclusive workplace.