Account Executive; SMB Expand

Position: Account Executive (SMB Expand)
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'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 reimaging 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 future belongs to those who keep learning, and we are building it together. At Diligent, you're not just building the future - you're an agent of positive change, joining a global community on a mission to make an impact.

Learn more at  or follow us on Linked In and Facebook

The Account Executive (SMB Expand) drives revenue growth across the small-to-medium business segment through high-velocity prospecting, pipeline creation, and efficient full-cycle deal management. You will engage directly with SMB prospects to uncover needs, deliver tailored value propositions, and close new business. This role requires a commercially minded, energetic seller with a strong hunter mentality and a proven track record of winning new SaaS deals in fast-paced environments.

Key Responsibilities

* Proactively identify and pursue expansion opportunities within an existing SMB customer base, while qualifying inbound upsell and cross-sell interest to maintain a healthy, recurring pipeline.

* Develop deep expertise in Diligent's GRC SaaS platform and evolving customer use cases, clearly articulating incremental value and ROI to SMB stakeholders.

* Apply a consultative, solution-selling approach that uncovers customer pain points, adoption gaps, and growth triggers rather than leading with features.

* Manage a high-velocity expansion sales cycle from discovery through close leveraging MEDDICC to validate value, decision criteria, and deal health.

* Leverage Salesforce, Sales Loft, Linked In Sales Navigator, and Gong to drive account engagement, prioritize expansion opportunities, and improve win rates.

* Maintain accurate CRM data, forecasts, and reporting to ensure clear visibility into weekly and monthly expansion bookings.

Required Experience/Skills

* 3-6+ years of SaaS sales experience with a strong track record of exceeding annual targets in a high-activity environment.

* Experience closing high-velocity or transactional SaaS deals.

* Strong curiosity and empathy, with the ability to understand business challenges quickly and tailor messaging accordingly.

* Excellent storytelling, communication, and presentation skills with the ability to simplify complex value drivers.

* Highly resilient, competitive, and adaptable, comfortable handling volume, change, and fast turnaround times.

* Strong organization and attention to detail, especially around pipelining and forecasting.

U.S pay range

$90,000-$100,000 USD

What Diligent Offers You

* 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 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

* We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney.

* 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,…