Enterprise Account Manager

About the role

Diligent is an AI leader in governance, risk and compliance (GRC) SaaS solutions, serving more than 1 million users and 700,000 board members. As an Enterprise Account Manager you will drive revenue growth, deepen customer engagement and expand product adoption among current customers while introducing new clients to the platform. It is a high-impact, individual contributor role covering prospect engagement, pipeline management, forecasting and deal closure.

Key responsibilities

• Build deep knowledge of Diligent's products, solutions, strategy and business priorities.
• Expand existing business in the designated vertical or territory for complex accounts, using a solutions-selling approach.
• Build relationships with prospects and customers, connect them to internal commercial stakeholders and develop specialised business plans that drive new business and upsells.
• Lead account planning, coordinate sales stakeholders and prioritise actions across multiple accounts.
• Create and lead feedback loops with product management and product marketing.
• Manage the end-to-end sales cycle using the Diligent-approved sales methodology and use sales tools to generate bookings.
• Maintain accurate SFDC records, forecast and report on projected bookings and deals closed.
• Stay aware of the competitor landscape and industry trends.

Required profile

• 4+ years of success in account management, new business acquisition and exceeding revenue targets, ideally in highly regulated industries, SaaS or GRC.
• Proven experience in sales methodologies such as MEDDIC, Challenger and Command of the Message.
• Ability to build trust and influence senior leaders and stakeholders at all levels.
• Strong presentation, negotiation and interpersonal skills, and a knack for aligning technology solutions with business objectives.

Required skills

• Sales methodologies: MEDDIC, Challenger, Command of the Message.
• CRM: Salesforce (SFDC).
• Understanding of the GRC and SaaS markets.

What we offer

• Flexible work environment with a hybrid model; onsite at least 50% of the time if within commuting distance of an office.
• Global days of service, comprehensive health benefits, meeting-free days, generous time off and wellness programs.