Account executive in GRC SaaS

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.

• Proactively build a deep knowledge of and expertise in Diligent’s products, solutions, strategy and business priorities.
• Responsible for prospecting new business within the SMB/MMKT UK&I territory for complex accounts with longer sales cycles.
• Adopts a ‘solutions’ selling approach, understanding customer needs and developing solutions through the lens of the Diligent One Platform.
• Build deep relationships with prospects during interactions by being customer-focused and consistently honouring 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.
• Leads the coordination of Sales stakeholders to prioritise actions for multiple assigned accounts based on customer needs, sales generating importance, and account risks.
• Develops specialised business plans for prospective customers that drive business outcomes to generate new business and upsells.
• 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 MEDDPICC
• Effectively utilise 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 a deep understanding of the competitor landscape externally, including customers’ business strategy and the direction of the industry.

• 4+ years of success in new business acquisition, and exceeding revenue targets, ideally within the GRC space.
• The ability to build trust and influence senior leaders and stakeholders at all organisational levels.
• A passion for continuous learning and a sharp understanding of both internal products and external industry trends.
• Exceptional presentation, negotiation, and interpersonal skills that inspire confidence and drive outcomes.
• A knack for aligning technology solutions with business objectives to deliver measurable value.
• Self-motivation, resilience, and a results-driven approach to thrive in a dynamic, fast-paced environment.

• Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs. (among others)
• To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time.