Account Executive - Expansion

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.

The Expansion Account Executive is responsible for driving revenue growth within our existing customer base across the full product portfolio. As a key member of the commercial organization, success in this role is measured by increasing product adoption, expanding footprint across business units, and advancing customers onto the Diligent One platform.

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. This position requires a commercially astute individual with a proven track record of success. The Account Director embodies our culture and values and has demonstrated experience collaborating with stakeholders to realize shared goals.

• 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 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 ability to work in a fast‑paced and dynamic environment.

• Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients.
• We care about our people. Diligent…