Account Executive - Strategic Accounts

Diligent Corporation; München; Hybride; EUR 70 000 - 110 000; Plein temps

Avantages offerts par ce poste

Hybrid work model

Health benefits

Generous time off policy

Wellness program

Résumé du poste

Diligent is seeking an Account Executive in Munich to drive revenue growth by expanding product adoption with current customers and introducing new clients to our platform. This high-impact, individual contributor role requires strategic vision, proactive relationship-building, and a track record of exceeding targets.

You will own prospecting, pipeline management and accurate forecasting while collaborating with internal stakeholders to deliver value and close deals.

Qualifications

• 4+ years in account management, new business and exceeding revenue targets in SaaS or regulated industries.
• Experience with MEDDIC, Challenger, and messaging to senior stakeholders.
• Ability to build trust and influence senior leaders across organization.
• Fluency in German and English.

Responsabilités

• Proactively build deep knowledge of Diligent’s products, solutions, strategy and priorities.
• Prospect new and existing business within the designated vertical/territory for complex accounts with longer sales cycles.
• Adopt a solutions selling approach, mapping customer needs to the Diligent One Platform.
• Build deep relationships with prospects and customers by staying customer-focused and honoring commitments.
• Develop and execute account plans to meet revenue targets, quotas and customer needs; drive joint wins.
• Lead coordination of sales stakeholders to prioritize actions for multiple accounts.
• Develop business plans for customers to drive new opportunities and upsells.
• Create and lead feedback loops with product teams on customer pain points.
• Demonstrate sales excellence by managing end-to-end cycle from opportunity to close.
• Utilize sales tools to prospect, schedule meetings, increase win rates and bookings.
• Accurately maintain SFDC records, forecasts and bookings reports.
• Demonstrates understanding of competitor landscape and industry directions.

Connaissances

Account Management

New Business

MEDDIC

Challenger Sale

Command of the Message

Relationship Building

German & English

Outils

SFDC (Salesforce)

Description du poste

As an Account Executive with Diligent, you'll be at the forefront of driving revenue growth, deepening customer engagement, and shaping the future of how businesses utilise our cutting-edge solutions. Success in this role means expanding product adoption among current customers and introducing new clients to our platform. This is a high-impact, individual contributor role that demands strategic vision, proactive relationship-building, and relentless pursuit of excellence. You’ll be responsible for everything from engaging prospects and managing a robust pipeline to delivering accurate forecasts and closing deals. Acting as a trusted advisor and strategist, you’ll lead account planning, orchestrate internal collaboration, and leverage expertise to elevate customer success and revenue growth.

We’re looking for a commercially sound sales professional with a track record of exceeding targets, a natural collaborator, and someone who thrives in fast-paced, high-growth environments. If you’re driven to create value, embody a customer-first ethos, and deliver innovative solutions, this is the role for you.

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 honouring 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 prioritise actions for multiple assigned accounts based on customer needs, sales generating importance, and account risks.
• Develops specialised 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 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 a deep understanding of the competitor landscape externally, including customers’ business strategy and the direction of the industry.

Required Experience/Skills:

• 4+ 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.
• Fluency in German and English is essential.

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.

• 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 programsto 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 towork onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community.

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 alsoDiligent's EEO Policy andUS EEOC ’ s Know Your Rights . We are a drug free workplace.

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 [e-mail].

To support a fair and consistent hiringprocess, we use AIand digital automated tools to assist our recruitment team in organizing candidate data, surfacing relevant applications, coordinatinginterview scheduling and summarizing interview notes. All final screening, evaluation, and hiring decisions are made by humans on our team. To learn more about how we collect, protect, and process your information, please review ourCandidate Privacy Policy .

At Diligent, we recognize the value of a diverse global workforce. Visa sponsorship may be available for select positions based on business needs and specific role requirements. Sponsorship decisions are evaluated on a case‑case basis, and eligibility should not be assumed for all opportunities.