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Account Manager

Washington, District of Columbia, United States

About Us

Diligent is the global leader in modern governance, providing SaaS solutions across governance, risk, compliance, audit and ESG. Empowering more than 1 million users and 700,000 board members and leaders with a holistic view of their organization’s GRC practices so they can make better decisions, faster. No matter the challenge.

At Diligent, you are an agent of positive change. You are joining a team of passionate, smart, 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. Be a part of a global community on a mission to make a real impact.

Learn more at diligent.com.

Position Overview: 

The Account Manager in our Mission-Driven Organization is focused on leading clients through a software solution upgrade/migration sales process. The Account Manager will be responsible for a defined client base (list) who have been designated with a Continuity Brand. They will collaboratively design and execute a strategic plan to successfully upgrade each client and drive new revenue. 

This individual will help us realize our vision of building an elite team of sales professionals who are intellectually curious, act as consultative advisors and are results driven. The Account Manager is empowered to lead their business and is responsible for both revenue retention and expansion (net new revenue) via an upsell and cross-sell motion. This position requires a strong focus on planning, operational excellence, communications, and solution-selling. 

Role and Responsibilities: 

  • Exceed targets for gross upgrades, revenue retention, and expansion sales.
  • Lead with a disciplined sales process and management resulting in a predictable sales engine.
  • Effectively forecast upgrade/migration sales and bookings.
  • Lead sales via a consultative advisor approach by utilizing Challenger and Command of the Message sales methodologies. 
  • Lead sales activities from client outreach to product demonstrations and webinars to sales meetings culminating in deal closing. 
  • Effectively leverage company resources and collaborate with cross-functional teams to continually drive performance and success. 
  • Establish rapport and trust with clients, position the benefits and positive outcomes of upgrading to a new software solution.  
  • Establishes expertise in Diligent products’ and our clients organization and business. 
  • Maintain in-depth understanding of competitive conditions, industry practices, market opportunities, and partner requirements. 
  • Accurately record activity in sales systems, ensure accurate reporting of sales and upgrade/migration opportunities, and keep leadership well informed. 
  • Work closely with key stakeholders to evaluate business needs and foster innovation.
  • Provide constant feedback on product, design, marketing, and customer/market behaviors to support our innovation and delivery of leading solutions and experiences for our customers. 

Required Skills & Experience: 

  • Excellent communication and interpersonal skills, including verbal and written. 
  • Ability to write professional, articulate and compelling business letters and proposals. 
  • Ability to effectively interact and lead discussions via phone, video and in-person. 
  • Excellent formal presentation skills before small and large groups. 
  • Excellent sales, account management and customer relationship management skills. 
  • Proven track record of consistently exceeding defined sales targets. 
  • Successful client-facing new logo or expansion sales background within SaaS industry. 
  • Excellent organizational and time management skills. 
  • Highly motivated, self-driven, and results oriented. 
  • Strong analytical, problem solving, and conceptual skills.  
  • Ability to prioritize, organize, and focus on results in a fast-paced environment. 
  • Estimated travel of 25-40% required for business meetings, client meetings and/or conferences. 
  • Proficient with Microsoft Office Suite and Salesforce.
  • Ability to quickly upskill in product and feature knowledge in order to project sales credibility. 

U.S pay range

$60,000 - $70,000 USD

What Diligent Offers You 

  • 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 to name a few
  • We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney.
  • 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., Baltimore, London, Galway, Budapest, Vancouver, Bengaluru, Munich, and Sydney. 

 

We are a drug free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Diligent's EEO Policy and Know Your Rights. We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at recruitment@diligent.com.

To all recruitment agencies: Diligent does not accept unsolicited agency resumes. Please do not forward resumes to our jobs alias, Diligent employees or any other organization location. Diligent is not responsible for any fees related to unsolicited resumes.

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