Account Director

4 days ago

Sydney, New South Wales, Australia Tbwa ChiatDay Inc Full time

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.

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.
  • 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.
  • Develops 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:

  • 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.

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. 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.

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