Regional Vice President, Sales; UKI, SMB & Mid-Market

Regional Vice President, Sales (UKI, SMB & Mid-Market) – Diligent Corporation, London, England, UK

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 manage risk, build resilience, and make better decisions faster.

The RVP Commercial Sales reports to the VP Sales UK & Ireland and leads a team of Directors who manage the New Business and Existing Business sales teams for the SMB and Mid‑Market segments across the UK & Ireland. The RVP drives revenue growth through customer acquisition and expansion while actively coaching frontline leaders and account executives and attracting talent.

• Own the segment bookings plan across New Business and Existing Business by institutionalising operating rhythms for territory planning, multi‑channel pipeline creation, deal inspection and forecast governance; ensure predictable attainment and accountability across teams.
• Define and execute the regional sales strategy for SMB/Mid‑Market in partnership with cross‑functional stakeholders including territory design, commercial plays and team enablement to achieve growth targets.
• Foster a high‑performance leadership culture by coaching Directors, setting clear expectations for sales execution and driving continuous improvement and accountability.
• Role‑model sales excellence, lead complex negotiations to close strategic deals while setting a high bar for deal strategy execution, discipline and team leadership.
• Establish the operating rhythm for sales outbound prospecting, multi‑channel pipeline creation, deal execution and forecast accuracy to ensure predictable pipeline and bookings attainment.
• Drive pipeline generation and inspection rhythms; partner with Marketing, Sales Development and Revenue Operations to improve pipeline creation in target segments, shorten sales cycles and increase win rates.
• Own territory and market intelligence for the segment you are overseeing, tracking progress on market share capture, emerging opportunities and competitor intelligence.
• Maintain oversight of pipeline reviews, forecast accuracy and commercial reporting to ensure transparency and accountability to targets and OKRs, and hold Directors accountable for credible roll‑ups, disciplined risk/opportunity management and gap‑closure actions tied to commercial plays.
• Drive executive‑caliber communications and cross‑functional alignment while owning forecast accuracy and cadence, delivering precise weekly/monthly projections, risk/opportunity reviews and gap‑closure plans.

• Minimum 8 years of leading successful sales teams in SaaS/Software environments and ideally experience managing managers.
• Minimum 12 years of successful direct sales experience in SaaS/Software environments.
• Proven track record of achieving sales targets both as a leader and as an individual contributor; regular Presidents Club achievement for you and your teams.
• Excellent coaching, leadership and management skills with the ability to motivate and inspire a team.
• Proven SMB and Mid‑Market leadership at RVP (or equivalent) level with a track record of scaling programmatic sales motions and partner/channel routes to market at volume including playbook governance, enablement and performance management.
• Proven experience managing the sales funnel end‑to‑end leveraging data and metrics to inform strategy and systematically identify and resolve performance gaps with a data‑driven focus on pipeline hygiene, activity quality and rigorous deal inspection.
• Dedicated focus on forecasting accurate and achievable results.
• Expertise in sales methodologies including MEDDPICC, Force Management, Challenger Sales.
• Proficiency with modern sales tooling (e.g. Salesforce, Gong, Outreach, Linked In Sales Navigator) coupled with a deep curiosity about AI and demonstrable examples of leveraging AI to raise efficiency and outcomes for yourself and your team.
• Deep understanding of…