Account Manager I

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 Manager I in our Mission-Driven Organization is focused on leading new sales in the public sector (K-12, community colleges, and local government). This individual will join an elite team of sales professionals who are intellectually curious, act as consultative advisors and are results driven.  

The Account Manager I is empowered to lead their territory and is responsible for exceeding new bookings revenue targets, driving year-over-year growth and defined OKRs. Success in this role stems from territory attack planning, strategic account management and strong solution-selling skills. 

Key Responsibilities  

• Lead sales with a consultative approach and Challenger mindsight  
• Design and execute territory attack plans to expand market share, exceed revenue targets and drive YoY growth 
• Build strong sales pipeline, from both marketing lead generation and self-prospecting efforts 
• Lead with a disciplined sales process and management resulting in a predictable sales engine
• Ownership of territory through personal brand, awareness and thought leadership 
• Achieve defined OKRs (Objective and Key Results)  
• Exceed new bookings revenue targets  

Area of Focus

• Develop an expert knowledge in Diligent's public sector industry SaaS offerings 
• Apply the Challenger sales methodology during the sales process  
• Understand customer needs and help develop solutions through the Company’s offerings  
• Utilize MEDDICC qualification framework throughout the sale process 
• Present Diligent’s solutions via in-person and web demonstrations  
• Research and understand the market for Diligent’s solutions, including competitor analysis to ensure client retention  
• Prospect new leads to supplement inbound enquires and build upgrade pipeline  
• Maintain detailed records in Salesforce and strong forecasting  
• Leverage sales tools such as Gong.io, Salesforce, LinkedIn Sales Navigator, SalesLoft, and Outreach to continually improve skills and development 
• Effectively leverage company resources in supporting sales and campaigns 
• Marketing, sales development, customer success, support, engineering, professional services, and executives 
• Provide constant feedback on product, design, marketing, and customer/market behaviors to support our innovation and delivery of leading solutions and experiences for our customers 

Required Experience/Skills  

• Minimum 2 years SaaS sales experience with a demonstrated track record of exceeding revenue targets 
• Excellent prospecting skills and experience with outreach campaigns and cold calling 
• Experience managing a sales pipeline and leading multiple opportunities simultaneously 
• Comfort applying Challenger Sales principles during a sales process 
• Proven ability to take complex problems and deliver simple solutions 
• Outstanding communication and presentation skills, both verbal and written 
• Familiarity with modern sales engagement and automation tools such as LinkedIn Sales Navigator, SalesLoft, and Salesforce.com 
• Bachelor’s degree or equivalent