Enterprise Account Director

diligentcorporation; Greater London; Hybrid; GBP 120,000 - 180,000; Full time

Job summary

Diligent in London is seeking an Account Director to drive revenue growth, deepen customer engagement, and expand product adoption across existing clients and new logos. You will manage the full sales cycle, nurture senior stakeholders, and forecast bookings using the Diligent sales methodology.

This hybrid role requires 50% office time and is London-based. Candidate will build strategic account plans, collaborate with product and marketing, and thrive in a fast-growing SaaS environment.

Qualifications

• 7+ years of success in account management and exceeding revenue targets in a B2B SaaS environment.
• Experience working with enterprise accounts and senior stakeholders.
• Familiarity with MEDDPICC or similar sales qualification methodologies.

Responsibilities

• Proactively build knowledge of Diligent's products, solutions, and business priorities.
• Prospect new and existing business within designated verticals/territories for complex accounts.
• Lead account planning to meet revenue targets and drive joint wins.
• Coordinate sales stakeholders to prioritize actions for multiple accounts.
• Develop business plans to generate new opportunities and upsells.

Skills

Account management

Enterprise accounts

Sales leadership

Negotiation

English fluency

Salesforce (SFDC)

Strategic account planning

Tools

Salesforce (SFDC)

Job description

Position Overview:

As an Account Director 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.

This role operates on a hybrid model, with 50% office-based work required (periodic travel to partner offices will be required). This role is open to candidates based in London.

Regrettably we are unable to provide visa sponsorship, so you must be eligible to work in the UK.

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:

• 7+ years of success in account management, new business acquisition, and exceeding revenue targets in a B2B SaaS environment
• 5 years of experience working with enterprise accounts
• 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 English is essential

Preferred Experience/Skills

• Experience using MEDDPICC or similar sales qualification methodologies to manage and progress complex B2B sales opportunities
• Experience of working within a GRC environment

#LI-SK2

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 wor