Account Director

Diligent; Washington (District of Columbia); Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Full medical, dental and vision

401(k) with company match

Hybrid work model

Job summary

Diligent is seeking an Account Director to drive revenue growth for existing and new accounts across all products. You will be a key decision maker for large, complex deals and lead cross-functional teams to expand usage of the Diligent One Platform.

This individual contributor role requires building strong relationships with senior leaders, forecasting accurately, and coaching sales stakeholders to achieve ambitious targets.

Qualifications

• 12+ years proven track record in account management and achieving revenue targets in technology or GRC industry.
• Ability to build and maintain relationships with senior leaders and stakeholders.
• Continuous learning with knowledge of internal products and external industry trends.
• Strong communication, presentation and influencing skills.
• Demonstrated strategic thinking aligning technology to business objectives.
• Self-motivated, results-driven in a fast-paced environment.

Responsibilities

• Build and maintain deep knowledge of Diligent's products and strategy.
• Prospect and manage large, complex accounts with long sales cycles.
• Lead and coach stakeholders to adopt best practices in sales.
• Apply a solutions selling approach to meet customer needs.
• Develop insights to expand relationships and drive growth across orgs.
• Manage end-to-end sales cycle from opportunity to close with SFDC updates.

Skills

Account management

Revenue growth

Senior stakeholder relationships

Strategic thinking

Strong communication

Fast-paced environment

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 Account Director is responsible for driving revenue growth for existing and new accounts for all products. The Account Director is a key decision maker with responsibility for larger, complex accounts with longer sales cycles. As a key member of the team, success in this position is measured by increasing the products used by existing customers, moving existing customers to the Diligent One platform and selling the Diligent One Platform to new customers. This individual contributor position is responsible for initial prospect/customer meetings, pipeline management and accurate forecasting through to deal completion. The Account Director leads the strategic execution of account plans and orchestrates internal expertise to deliver on and grow accounts. Providing coaching, guidance and support to Sales stakeholders is a key element of this position to enable team members to learn best practices. This position requires a commercially astute individual with a proven track record of success. The Account Director embodies our culture and values and has demonstrated experience collaborating with stakeholders to realize shared goals.

Key Responsibilities

• Proactively builds and maintains deep knowledge and expertise of Diligent's products, solutions, strategy and business priorities.
• Responsible for prospecting new and existing business within the designated vertical / territory for larger, complex accounts with longer sales cycles.
• Provides coaching, guidance and support to Sales stakeholders to enable team members to learn best practices
• Adopts a 'solutions' selling approach, understanding customer needs and developing solutions through the lens of the Diligent One Platform.
• Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer.
• Expands strategic customer relationships to drive larger impact for the customer to promote growth into other areas of the organization.
• Proactively gathers feedback on additional needs, products, and features from customers, collaborating with product management and product marketing to drive change on behalf of the customer.
• Leads the strategic execution on strategic business/account plans for customers that drive business outcomes to generate new business and upsells. Leads and coordinates a cross functional team on plan execution and drives accountability to execute and deliver on account plans.
• Effectively manage the end-to-end sales cycle from opportunity to deal close using the Diligent approved sales methodology.
• Effectively utilize 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 deep expertise and understanding of the competitor landscape externally, including customers' business strategy and the direction of the industry.

Required Experience/Skills

• 12+ years proven track record of success in account management and achieving revenue targets within industry vertical technology or GRC industry.
• Ability to build and maintain relationships with Senior leaders and stakeholders at different levels of the organization.
• Continuous learning, including proven knowledge and expertise of internal products and external industry trends and customer landscape.
• Strong communication, presentation and influencing skills.
• Demonstrated strategic thinking and ability to align technology solutions with business objectives.
• Self-motivated, results-driven, and ability to work in a fast-paced and dynamic environment.

What Diligent Offers You

Pay Range

Incentive Compensation

Offers will be negotiated based on each candidate's qualifications.

This role is eligible to participate in our annual incentive plan. Incentives are earned based on employee performance against defined metrics and company goals.

Benefits

Full-time roles are eligible for our comprehensive benefits program which includes medical, dental and vision coverage. You may also contribute to our 401(k) plan that includes a company match.

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.