Senior Account Executive - New Business

Diligent; Greater London; Hybrid; GBP 60,000 - 90,000; Full time

Benefits offered by this job

Flexible work environment

Health benefits

Generous time off policy

Wellness programs

Job summary

Diligent is seeking a Senior Account Executive to drive revenue growth in the SMB/MMKT UK&I territory. You will introduce clients to our governance, risk, and compliance platform, manage a robust pipeline, and close strategic deals as a trusted advisor.

This is a high-impact, individual contributor role in a fast-growing environment. You will prospect, build relationships with senior stakeholders, and coordinate with product and marketing teams to deliver customer value.

Qualifications

• 4+ years of success in new business acquisition and exceeding revenue targets, ideally within GRC space.
• Ability to build trust and influence senior leaders and stakeholders at all levels.
• Passion for continuous learning and understanding of products and industry trends.
• Exceptional presentation, negotiation and interpersonal skills.

Responsibilities

• Proactively drive revenue growth by acquiring new business and expanding existing accounts.
• Own end-to-end sales cycle from prospecting to closing deals using MEDDPICC.
• Build and execute account plans, forecast accurately, and manage a robust pipeline.
• Develop deep relationships with prospects and coordinate with internal stakeholders for joint wins.
• Lead cross-functional collaboration to align product and marketing with customer needs.
• Maintain and update SFDC records, forecast, and reporting on bookings.
• Demonstrate knowledge of competitor landscape and industry trends.
• Collaborate with sales leadership to meet quota and revenue targets.

Skills

New business sales

Account leadership

MEDDPICC

Forecasting

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

As an Senior 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 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 business within the SMB/MMKT UK&I 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 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 prospective customers that drive business outcomes to generate new business and upsells.
• 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 MEDDPICC
• 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 new business acquisition, and exceeding revenue targets, ideally within the GRC space.
• 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.

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.