Account Director

Job description

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 diligent.com or follow us on LinkedIn and Facebook

Position Overview:

The Account Director is responsible for driving revenue growth for existing and new accounts for all products.

The Account Director is a key decision maker with responsibility for larger, complex accounts with longer sales cycles.

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 Director leads the strategic execution of account plans and orchestrates internal expertise to deliver on and grow accounts.

Providing coaching, guidance and support to Sales stakeholders is a key element of this position to enable team members to learn best practices.

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 realise shared goals.

Key Responsibilities:

• Proactively builds and maintains deep knowledge and expertise of Diligent’s products, solutions, strategy and business priorities.
  
  
• Responsible for prospecting new and existing business within the designated vertical / territory for larger, 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.
  
  
• Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer.
  
  
• Expands strategic customer relationships to drive larger impact for the customer to promote growth into other areas of the organization.
  
  
• Proactively gathers feedback on additional needs, products, and features from customers, collaborating with product management and product marketing to drive change on behalf of the customer.
  
  
• Develops strategic business/account plans for customers that drive business outcomes to generate new business and upsells.
  
  Leads and coordinates a cross functional team on plan execution and drives accountability to execute and deliver on account plans.
  
  
• Effectively manage the end-to-end sales cycle from opportunity to deal close using the Diligent approved sales methodology.
  
  
• 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 deep expertise and understanding of the competitor landscape externally, including customers’ business strategy and the direction of the industry.
  
  

Required Experience/Skills:

• 10+ years proven track record of success in new logo & account management, achieving revenue targets within industry vertical technology or GRC industry.
  
  
• Proven experience in value based selling, using methods such as MEDDIC, Challenger & Command of the message.
  
  
• Ability to build and maintain relationships with Senior leaders and stakeholders at different levels of the organisation.
  
  
• 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.
  
  

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, facilitate dialogue, and foster understanding.
  
  

Diligent created the modern governance movement.

Our world-changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability –to lead with purpose.

Our employees are passionate, smart, and 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.

Headquartered in New York, Diligent has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney.

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.

We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community.

We are a drug free workplace.

Diligent is proud to be an equal opportunity employer.

We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws.

We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.

See also Diligent's EEO Policy and Know Your Rights.

We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures.

If you need assistance or an accommodation due to a disability, you may contact us at

Required Skill Profession

Sales Management