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Account Manager I

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 I in our Mission-Driven Organization is focused on leading new sales in the public sector (K-12, community colleges, and local government). This individual will join an elite team of sales professionals who are intellectually curious, act as consultative advisors and are results driven.  

The Account Manager I is empowered to lead their territory and is responsible for exceeding new bookings revenue targets, driving year-over-year growth and defined OKRs. Success in this role stems from territory attack planning, strategic account management and strong solution-selling skills. 

Key Responsibilities  

  • Lead sales with a consultative approach and Challenger mindsight  
  • Design and execute territory attack plans to expand market share, exceed revenue targets and drive YoY growth 
  • Build strong sales pipeline, from both marketing lead generation and self-prospecting efforts 
  • Lead with a disciplined sales process and management resulting in a predictable sales engine
  • Ownership of territory through personal brand, awareness and thought leadership 
  • Achieve defined OKRs (Objective and Key Results)  
  • Exceed new bookings revenue targets  

Area of Focus

  • Develop an expert knowledge in Diligent's public sector industry SaaS offerings 
  • Apply the Challenger sales methodology during the sales process  
  • Understand customer needs and help develop solutions through the Company’s offerings  
  • Utilize MEDDICC qualification framework throughout the sale process 
  • Present Diligent’s solutions via in-person and web demonstrations  
  • Research and understand the market for Diligent’s solutions, including competitor analysis to ensure client retention  
  • Prospect new leads to supplement inbound enquires and build upgrade pipeline  
  • Maintain detailed records in Salesforce and strong forecasting  
  • Leverage sales tools such as Gong.io, Salesforce, LinkedIn Sales Navigator, SalesLoft, and Outreach to continually improve skills and development 
  • Effectively leverage company resources in supporting sales and campaigns 
  • Marketing, sales development, customer success, support, engineering, professional services, and executives 
  • 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 Experience/Skills  

  • Minimum 2 years SaaS sales experience with a demonstrated track record of exceeding revenue targets 
  • Excellent prospecting skills and experience with outreach campaigns and cold calling 
  • Experience managing a sales pipeline and leading multiple opportunities simultaneously 
  • Comfort applying Challenger Sales principles during a sales process 
  • Proven ability to take complex problems and deliver simple solutions 
  • Outstanding communication and presentation skills, both verbal and written 
  • Familiarity with modern sales engagement and automation tools such as LinkedIn Sales Navigator, SalesLoft, and Salesforce.com 
  • Bachelor’s degree or equivalent 

 

U.S pay range

$49,000 - $61,500 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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