Account Manager

diligentcorporation; München; Vor Ort; EUR 70.000 - 110.000; Vollzeit

Benefits dieser Stelle

Uncapped commission

High attainment team culture

Defined territory with existing base

Zusammenfassung

Diligent, a leader in AI-enabled governance, risk and compliance (GRC) SaaS, is seeking an Account Manager to drive revenue growth and deepen customer engagement. You will own prospecting, manage a robust pipeline, forecast accurately, and close deals in a fast-paced environment.

You will expand product adoption among existing customers and introduce new clients to the Diligent One Platform, acting as a trusted advisor and strategist to deliver measurable value and growth.

Qualifikationen

• 4+ years of success in account management, new business acquisition, and exceeding revenue targets in regulated industries or SaaS/GRC space.
• Proven experience with sales methodologies such as MEDDIC, Challenger & Command of the Message.
• Strong ability to build trust and influence senior leaders and stakeholders at all levels.
• A passion for continuous learning and understanding both internal products and external industry trends.
• Exceptional presentation, negotiation, and interpersonal skills that inspire confidence.

Aufgaben

• Proactively build a deep knowledge of and expertise in Diligent's products, solutions, strategy and priorities.
• Responsible for expanding existing business within the designated vertical/territory for complex accounts.
• Adopts a solutions selling approach, understanding customer needs and developing solutions through the Diligent One Platform.
• Build deep relationships with prospects and customers during interactions by being customer-focused and honoring commitments.
• Develop and execute on account plans to ensure revenue targets and customer needs are met, collaborating with key stakeholders for joint account wins.
• Lead the coordination of Sales stakeholders to prioritise actions for multiple accounts based on customer needs and risks.
• Develop specialised business plans for customers that drive outcomes to generate new business and upsells.
• Create feedback loop processes with product management and product marketing to relay customer pain points and feedback.
• Demonstrate sales excellence by managing the end-to-end sales cycle from opportunity to close using the Diligent sales methodology.
• Utilize sales tools to prospect new leads, schedule meetings, increase win rates and generate bookings.
• Maintain SFDC records, forecast and report on projected bookings and closed deals.

Kenntnisse

Account management

Sales pipeline

MEDDIC

Challenger

Command of the message

Presentation

Negotiation

Interpersonal skills

Relationship building

Strategic account planning

Jobbeschreibung

Position Overview:

As an Account Manager 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.

What you will get:

• Uncapped commission plan with accelerators
• Be part of a high performing, high attainment team and culture
• Defined territory with existing customer base

Key Responsibilities:

• Proactively build a deep knowledge of and expertise in Diligent's products, solutions, strategy and business priorities.
• Responsible for expanding existing business within the designated vertical / territory for complex accounts.
• 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.

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 jus