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Diligent Corporation

Account Manager I

Office: Washington, DC · US

full_time

About the role

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 Manager I is responsible for driving revenue growth for existing and new accounts for all products. 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 Manager I will leverage Commercial
stakeholders’ knowledge of and experience with Diligent’s products, solutions, and strategy to develop deeper
product expertise and address customers' needs. This position requires a commercially focused individual who is
motivated to collaborate with stakeholders to realize shared goals and embody our culture and values.

Key Responsibilities

  • Proactively develops knowledge of Diligent's products, solutions, strategy and business priorities.
  • Responsible for prospecting new and existing business within the designated vertical / territory.
  • Adopt a 'solutions' selling approach, understanding customer needs and developing solutions through the lens of the Diligent One Platform.
  • Create a deep relationship with prospects and customers during interactions by being customer-focused and consistently honoring 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.
  • Coordinates with Sales stakeholders to prioritize actions for multiple assigned accounts based on customer needs, sales generating importance, and account risks.
  • Develops specialized 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 feedback loops with product management and product marketing to communicate and relay customer pain points and feedback.
  • 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 CRM records, forecast and report out on projected bookings, deals closed etc. on a regular basis.
  • Demonstrates an understanding of the competitor landscape externally, including customers' business strategy and the direction of the industry.

Required Experience/Skills

  • Technology-related sales or account management experience or GRC experience.
  • Ability to build and maintain relationships with diverse stakeholders at different levels of the organization.
  • Continuous learning, including a desire to develop knowledge and expertise in internal products, external industry trends and the customer landscape.
  • Strong communication, presentation and influencing skills.
  • A high level of curiosity and empathy with the ability to understand a potential customer's context, issues and pain points through effective questioning and listening.
  • Self-motivated, results-driven, and ability to work in a fast-paced and dynamic environment.

What Diligent Offers You

Pay Range

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

Incentive Compensation
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.