Director, Strategic Alliances, EMEA

Diligent; Greater London; Hybrid; GBP 170,000 - 210,000; Full time

Benefits offered by this job

Flexible work environment

Global days of service

Health benefits

Meeting-free days

Generous time off

Wellness programs

Job summary

Diligent is seeking a senior leader to define and execute the EMEA partnerships strategy, focusing on advisory and consulting firms, resellers, and channel partners. You will build and own the regional ecosystem from the ground up, collaborating with Sales, Product, Marketing and Customer Success to drive partner-led growth.

The role emphasizes closing high-impact deals, shaping repeatable partnership models, and delivering partner-driven revenue in a fast-growing SaaS environment across the

Qualifications

• 12+ years of experience in partnerships, business development, alliances, or enterprise sales within SaaS, risk, or enterprise software companies.
• Deep understanding of GRC business and partner-led go-to-market models.
• Proven track record of sourcing, structuring, and closing strategic partnerships that drive revenue.
• Experience as a senior individual contributor with high ownership in fast-growing environments.
• Ability to work with C-level executives and build regional partner ecosystems.

Responsibilities

• Define and execute the EMEA partner strategy in line with global objectives.
• Identify, prioritize and secure strategic partnerships with advisory/consulting firms and key resellers.
• Develop partner value propositions, commercial frameworks, and engagement models for the EMEA market.
• Own and report on partner-related pipeline, deals, and revenue outcomes in the region.
• Lead high-value partnership discussions and complex negotiations from inception to contract execution.

Skills

Partnerships

Business development

Alliances

Enterprise sales

SaaS

Job description

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.

A Day in the Life

The Director, Strategic Alliances, EMEA will be responsible for defining and executing Diligent's partnerships strategy across the EMEA region as a senior individual contributor. This role will focus on identifying, structuring, and closing high-impact strategic partner-led deals that accelerate customer acquisition, expand Diligent's enterprise footprint, and drive revenue growth through partner resell and co-sell motions — with a particular focus on advisory and consulting firms (Big 4 and Tier 2) and large resellers/channel partners.

This senior leader will develop deep insight into regional market dynamics and build the foundational partner ecosystem across advisory/consulting firms, resellers, and channel partners at the pace needed to match Diligent's rapid growth. This is fundamentally a builder's role — the person in this seat will need to build and own the region and its relationships largely from the ground up. This role requires close collaboration with Sales, Product, Marketing, and Customer Success teams.

Success will be measured by partner-sourced and partner-influenced revenue, new logo acquisition, expansion of product usage through partners, and the establishment of scalable partnership models that can be operationalized as the business grows.

Responsibilities

Partnership Strategy & Execution

• Execute the EMEA partner strategy in alignment with Diligent's global objectives and regional go-to-market plans.
• Identify, prioritize, and secure strategic partnerships across advisory/consulting firms (Big 4 and Tier 2)
• Develop partner value propositions, commercial frameworks, and engagement models tailored to EMEA market needs.
• Establish repeatable partnership structures, playbooks, and success metrics that can scale over time as the region and partner base grow.

Channel & Revenue Impact

• Drive partner-sourced and partner-influenced pipeline and revenue through direct execution of partner-led deals.
• Work closely with regional and global Sales teams to integrate partners into account planning, co-selling, and deal execution.
• Support partners in positioning, selling, and delivering Diligent's solutions, including joint value propositions and customer use cases.
• Own and report on partner-related pipeline, deal progression, and revenue outcomes in the EMEA region.

Strategic Business Development

• Personally lead high-value partnership discussions and complex commercial negotiations from inception through contract execution.
• Identify new routes-to-market and market entry opportunities via partnerships in both established and emerging EMEA geographies.

Cross-Functional Collaboration

• Partner closely with Product and Engineering to represent partner and market feedback, influencing roadmap and integration priorities.
• Collaborate with Marketing to develop joint go-to-market initiatives, partner messaging, and demand-generation activities.
• Work with Customer Success and Services teams to ensure successful partner-led deployments and long-term customer outcomes.

Qualifications We Value

• 12+ years of experience in partnerships, business development, alliances, or enterprise sales within SaaS, risk, or enterprise software companies.
• Deep understanding of the GRC business, including how advisory and consulting firms structure and sell risk, audit, and compliance work; prior experience at a Big 4 firm is a strong plus.
• Proven track record of personally sourcing, structuring, and closing strategic partnerships that drive revenue.
• Experience operating as a senior individual contributor with high ownership and autonomy in fast-growing or early-stage environments.
• Strong understanding of partner-led go-to-market models, including advisory/consulting alliances, resellers, and co-sell motions.
• Demonstrated ability to work effectively with C-level executives at partner and customer organizations.
• Strategic thinker with the ability to translate market insight into executable partnership initiatives.
• Highly self-directed, hands-on, and comfortable operating in ambiguous, fast-paced environments — hustle and a willingness to roll up sleeves and do what it takes to build and own the region without formal team authority.

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 programs. (among others) 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 to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community.