Service Sales Manager (Risk & Audit)

diligentcorporation; Greater London; On-site; GBP 90,000 - 130,000; Full time

Job summary

Diligent seeks a Services Sales Manager (Risk & Audit) to join our Professional Services department. The Services Sales team works closely with Sales to ensure the appropriate professional services are included in Diligent software deals.

The team is responsible for scoping, pricing, and structuring professional services across our governance, risk, and compliance software business, supporting both customer success and commercial outcomes.

Qualifications

• At least 1 year of experience working in Audit or Risk Management.
• Experience with SaaS technology in a commercial environment.
• Some experience in pre-sales within a SaaS environment.
• Experience working with external clients.
• Experience preparing Statements of Work, scoping documentation and pricing rationales, with the ability to communicate these clearly and accurately to executive-level audiences, both internally and with clients.
• Fluency in written and spoken English.

Responsibilities

• Author Statements of Work for implementation services attached to your business unit's software deals. Ensure scope, pricing, deliverables, assumptions, and success criteria are clear and defensible
• Build pricing estimates for prospects and existing clients - t-shirt sizing early in sales conversations, detailed scoping as deals progress to close
• Partner daily with the business unit's Account Executives on deal pursuit: join discovery calls, contribute to deal strategy, sign off on services-related deal terms before commercial close
• Own the services conversation with prospects in the later stages of the sales cycle: lead the services scoping calls, present implementation approach, address client concerns about timing, change management, and adoption risk
• Lead the success plan conversation with new clients - what their first six months and twelve months look like, what milestones matter, what they need to invest beyond initial implementation
• Maintain the Statement of Work repository for your business unit: keep templates current, log patterns, surface non-standard scope requests for management review.
• Refresh pricing benchmarks and scoping rubrics for your business unit quarterly, partnering with the manager and the function's pricing leads
• Surface deal-flow patterns to business unit leadership and Sales leadership: which solutions are selling, which scoping approaches close faster, where pricing is leaking, where the services attach motion needs investment
• Coach Account Executives on services attach: help them understand what good scoping looks like, where the deal economics support investment in services, when to bring you in early
• Adjudicate edge cases - non-standard scope requests, multi-product engagements that cross business unit lines, regulated-segment implementations - and elevate to the manager when scope or pricing falls outside published rubrics

Skills

Audit/Risk management

SaaS experience

Pre-sales experience

Client engagement

English fluency

Job description

Here's a summary of the role:

Diligent is seeking a Service Sales Manager (Risk & Audit) to join our Professional Services department. The Services Sales team works closely with Sales to ensure the appropriate professional services are included in Diligent software deals. The team is responsible for scoping, pricing, and structuring professional services across our governance, risk, and compliance software business, supporting both customer success and commercial outcomes.

As a Services Sales Manager, you will be embedded in one of Diligent's business units- Risk & Audit, Compliance & Entities, or Boards / Governance-and own commercial scoping for implementation services. You will work closely with Account Executives, business unit leadership, implementation teams, and prospective clients to scope services, develop pricing estimates, and prepare Statements of Work for deals. You will also lead services scoping discussions with clients during the later stages of the sales cycle and help them understand the implementation approach and expected outcomes.

This is a senior individual contributor role, suited to someone with professional services delivery experience, particularly in the GRC software space, such as a senior implementation consultant or project manager moving into a commercial role.

This role operates on a hybrid model, with 50% office-based work 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.

Here's a breakdown of what you'll do (not all of it, just the important stuff):

• Statement of Work Authorship: Author Statements of Work for implementation services attached to your business unit's software deals. Ensure scope, pricing, deliverables, assumptions, and success criteria are clear and defensible
• Pricing Estimates: Build pricing estimates for prospects and existing clients - t-shirt sizing early in sales conversations, detailed scoping as deals progress to close
• Account Executive Partnership: Partner daily with the business unit's Account Executives on deal pursuit: join discovery calls, contribute to deal strategy, sign off on services-related deal terms before commercial close
• Late-Stage Client Conversations: Own the services conversation with prospects in the later stages of the sales cycle: lead the services scoping calls, present implementation approach, address client concerns about timing, change management, and adoption risk
• Services Plan Leadership: Lead the success plan conversation with new clients - what their first six months and twelve months look like, what milestones matter, what they need to invest beyond initial implementation
• SOW Repository Maintenance: Maintain the Statement of Work repository for your business unit: keep templates current, log patterns, surface non-standard scope requests for management review.
• Pricing Benchmark Refresh: Refresh pricing benchmarks and scoping rubrics for your business unit quarterly, partnering with the manager and the function's pricing leads
• Deal-Flow Pattern Surfacing: Surface deal-flow patterns to business unit leadership and Sales leadership: which solutions are selling, which scoping approaches close faster, where pricing is leaking, where the services attach motion needs investment
• Account Executive Coaching: Coach Account Executives on services attach: help them understand what good scoping looks like, where the deal economics support investment in services, when to bring you in early
• Edge Case Adjudication: Adjudicate edge cases - non-standard scope requests, multi-product engagements that cross business unit lines, regulated-segment implementations - and elevate to the manager when scope or pricing falls outside published rubrics

These are the essentials you'll need to get an interview:

• At least 1 year of experience working in Audit or Risk Management
• Experience with SaaS technology in a commercial environment
• Some experience in pre-sales within a SaaS environment
• Experience working with external clients
• Experience preparing Statements of Work, scoping documentation and pricing rationales, with the ability to communicate these clearly and accurately to executive-level audiences, both internally and with clients
• Fluency in written and spoken English

Behavioural Skills:

• Work independently and autonomously, taking ownership of responsibilities and outcomes
• Build and maintain effective stakeholder relationships across internal teams and external clients
• Build trust through clear, professional and consistent communication
• Communicate confidently with prospective clients, including presenting and discussing proposed solutions
• Provide guidance to Account Executives where proposed scope may need to be refined or better aligned with client requirements
• Advise business unit leadership on services strategy and related opportunities

It would be great if you had these to, but we'll support you if you don't: