Account Executive II

About Diligent 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. Position Overview As an Account Executive II (Mid‑Market) with Diligent, you’ll drive revenue growth, deepen customer engagement, and shape the future of how businesses use our cutting‑edge solutions. The role involves expanding product adoption among current customers, introducing new clients, and managing a robust pipeline from prospecting to closing deals. You’ll act as a trusted advisor, lead account planning, coordinate internal collaboration, and elevate customer success and revenue growth. 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. Adopt 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 collaborate with key stakeholders to drive integrated joint account wins for mutual business growth. Lead the coordination of Sales stakeholders to prioritize actions for multiple assigned accounts based on customer needs, sales‑generating importance, and account risks. Develop specialised business plans for customers that drive business outcomes to generate new business and upsells. Present 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 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. Demonstrate a deep understanding of the competitor landscape externally, including customers’ business strategy and the direction of the industry. Required Experience & Skills 5+ years of success in account management, new business acquisition, and exceeding revenue targets, ideally within highly regulated industries, SaaS or GRC space. Proven experience in sales methodologies such as MEDDIC, Challenger & Command of the message. 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. What Diligent Offers You Creativity is ingrained in our culture. We are innovative collaborators by nature, exploring how things can be done 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. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support continued learning. Equal Employment Opportunity 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 . #J-18808-Ljbffr