Enterprise Account Manager

Diligent; United States; Hybrid; USD 100,000 - 140,000; Full time

Benefits offered by this job

Flexible work environment

Health benefits

Meeting-free days

Generous time off

Wellness programs

Diversity & inclusion

Job summary

Diligent ищет менеджера по работе с ключевыми клиентами в быстрорастущем SaaS-решении GRC. Ваша задача — развивать доход, углублять взаимодействие с клиентами и расширять использование платформы Diligent One у текущих клиентов.

Вы будете управлять полным циклом продаж: от привлечения лидов до закрытия сделок, строить планы аккаунтов и сотрудничать с внутренними командами для достижения целей. Ориентированность на результат и способность взаимодействовать на уровне руководства обязательно.

Qualifications

• 4+ года успеха в аккаунт-менеджменте, продажах и превышении планов по доходам.
• Опыт в методологиях MEDDIC, Challenger и Command of the Message.
• Умение налаживать отношения на уровне топ-менеджмента и стейкхолдеров.
• Желание учиться, быстро осваивать продукты и отраслевые тренды.
• Сильные навыки презентаций, переговоров и коммуникаций.
• Умение сочетать технологии и бизнес-цели для реальной ценности.

Responsibilities

• Расширение продаж существующим клиентам и привлечение новых клиентов.
• Ведение и развитие воронки продаж, точные прогнозы продаж и квоты.
• Разработка и реализация планов работы с аккаунтами, координация с внутренними командами.
• Проведение презентаций, переговоров и заключение сделок с учетом потребностей клиентов.
• Сбор обратной связи и совместная работа с продуктовой командой.

Skills

Account management

New business acquisition

Sales methodologies

MEDDIC

Challenger

Command of the message

Presentation skills

Negotiation

Interpersonal skills

SFDC / Salesforce

Tools

Salesforce CRM

Job description

Описание:

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.

Задачи:

As an Account Manager 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. Proactively build a deep knowledge of and expertise in Diligent’s products, solutions, strategy and business priorities. Responsible for expanding existing business within the designated vertical / territory for complex accounts. 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.

Требования:

4+ years of success in account management, new business acquisition, and exceeding revenue targets, ideally within highly regulated industries, SaaS or GRC space. Proven experience in sales methodologies such as MEDDIC, Challenger & Command of the message. 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.