Account Executive - New Business

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’re building the future with people who think boldly and move fast. Whether you’re designing systems that leverage large language models or part of a team re‑imagining workflows with AI, you’ll help us unlock entirely new ways of working and thinking. Curiosity is in our DNA; we look for individuals willing to ask the big questions and experiment fearlessly – those who embrace change not as a challenge, but as an opportunity.

The Account Executive is responsible for driving revenue growth for existing and new accounts for all products. 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 leads the strategic execution of account plans and orchestrates internal expertise to deliver on and grow accounts. The role follows a hybrid work model; if located within commuting distance to one of our office locations, onsite work is expected at least 50% of the time.

• 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.
• 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 during interactions by being customer‑focused and consistently honoring 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 collaborate with key stakeholders to drive integrated joint account wins for mutual business growth.
• Lead the coordination of Sales stakeholders to prioritize actions for multiple assigned accounts based on customer needs, sales‑generating importance, and account risks.
• Develop specialized business plans for customers that drive business outcomes to generate new business and upsells. Present 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.
• Demonstrate a deep understanding of the competitor landscape externally, including customers’ business strategy and the direction of the industry.

• 5 years proven track record of success in account management/new business and achieving revenue targets within highly regulated industries or the GRC industry.
• Ability to build and maintain relationships with senior leaders and 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.
• Demonstrated strategic thinking and ability to align technology solutions with business objectives.
• Self‑motivated, results‑driven, and…