Account Executive I

at  Diligent Corporation

ABOUT US

Diligent is the global leader in modern governance, providing SaaS solutions across governance, risk, compliance, audit and ESG. Empowering more than 1 million users and 700,000 board members and leaders with a holistic view of their organization’s GRC practices so they can make better decisions, faster. No matter the challenge.
At Diligent, you are an agent of positive change. You are joining a team of passionate, smart, creative people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place. Be a part of a global community on a mission to make a real impact.
Learn more at diligent.com.

POSITION OVERVIEW:

The Account Executive I is responsible for driving revenue growth for existing and new accounts for all products. As a key member of the team, 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 I will leverage Commercial stakeholders’ knowledge of and experience with Diligent’s products, solutions, and strategy to develop deeper product expertise and address customers’ needs. This position requires a commercially focused individual who is motivated to collaborate with stakeholders to realize shared goals and embody our culture and values.

REQUIRED EXPERIENCE/SKILLS:

• 5-7 years proven track record of success in account management and achieving revenue targets within the technology or GRC industry.
• Demonstrated experience building and maintaining relationships with diverse stakeholders at different levels of the organization.
• Continuous learning, including developing knowledge and expertise in internal products, external industry trends and the customer landscape.
• Strong communication, presentation and influencing skills.
• A high level of curiosity and empathy with demonstrated experience understanding a potential customer’s context, issues and pain points through effective questioning and listening.
• Self-motivated, results-driven, and ability to work in a fast-paced and dynamic environment.

• Proactively builds and maintains deep knowledge of Diligent’s products, solutions, strategy and business priorities.
• Responsible for prospecting new and existing business within the designated vertical / territory.
• Adopt a ‘solutions’ selling approach, understanding customer needs and developing solutions through the lens of the Diligent One Platform.
• Create a deep relationship 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 collaborates with key stakeholders to drive integrated joint account wins for mutual business growth.
• Coordinates with Sales stakeholders to prioritize actions for multiple assigned accounts based on customer needs, sales generating importance, and account risks.
• Develops specialized business plans for customers that drive business outcomes to generate new business and upsells. Presents business plans to customers to generate new non-qualified opportunities.
• Create feedback loops with product management and product marketing to communicate and relay customer pain points and feedback.
• Effectively manage 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.
• Demonstrates an understanding of the competitor landscape externally, including customers’ business strategy and the direction of the industry.