Account Executive - SMB & Mid-Market

Position Overview:

The Account Executive 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 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.

Key Responsibilities

• 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.
• Adopts 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 collaborates with key stakeholders to drive integrated joint account wins for mutual business growth.
• Leads the coordination of 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 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.
• Demonstrates a deep understanding of the competitor landscape externally, including customers’ business strategy and the direction of the industry.

Required Experience/Skills:

• 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.