Account Executive II

Diligent is the world’s largest GRC SaaS provider, serving nearly 1 million users from 25,000 organizations around the world. Our software enables holistic and informed conversations about governance, risk and compliance and ensures leadership has an integrated view of audit, risk, information security, ethics, and compliance from across the organization. Our world-changing idea is to bring technology, insights, and confidence to leaders so they can build more effective, equitable, and successful organizations – and create lasting, positive impact on the world. We seek to empower organizations to be better for their stakeholders and communities, for their customers and employees, for their bottom line.

Headquartered in New York, Diligent also has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, and Sydney.

Position Overview 

Reporting to the VP Public Sector, the SLED Regional Sales Director is responsible for promoting our Diligent One SaaS FedRAMP Moderate and IL5 Platform by identifying and closing new customers and growing existing customers across a defined territory, including California, Washington, Oregon, Nevada, Alaska and Hawaii.

We are looking for a high energy successful Regional Sales Director with experience and proven success in SLED to help us grow our market share and help our customers succeed by adopting our world class GRC Platform. 

What you will be doing:

• Prioritize the highest potential prospects in your territory and develop high impact account plans and sales campaigns to grow your pipeline to win new customers.
• Work within and lead a selling ecosystem of Sales Development Representatives, Partnership Representatives, Pre-Sales Solution Consultants, Solution Engineers, Client Partners / Customer Success, and Marketing aligned to our growth objectives to help us win.
• Collaborate with Marketing to drive brand awareness and market credibility within your territory and at key industry conferences we sponsor.
• Support and understand how we help existing customers for account expansion opportunities and reference selling to similar organizations.
• Passionately promote our state-of-the-art HighBond GRC Platform within the Auditor, Risk Management, CIO and CISO community.
• Lead RFP/RFQ responses on influenced bids leveraging the sales ecosystem and Partner Community.
• Collaborate with customer and procurement to identify the most advantages and expeditious, contract vehicle, pricing methodology, procurement process and payment.
• Be accountable for quarterly and annual new business goals and accurate Salesforce forecasting.
• Maintain a robust pipeline and always be prospecting for new opportunities and ways to meet market demand for GRC using valuable tools like Govtech Navigator and Leadership Connect.
• Adopt and master Force Management’s Command of the Message and MEDDICC principals.
• Be predisposed to action with an ownership and growth mindset to overcome challenges and develop new plans to be successful.
• Contribute to a Team atmosphere by readily sharing best practices and supporting colleagues on their career journey to their goals.

Qualifications:

• 3-5 years of successful experience selling SaaS solutions, Enterprise Software or Strategic Cloud Platform Solutions focused specifically on SLED in the designated territory.
• Knowledge of Audit, Governance, Risk and Compliance preferred.
• Documented history of making and exceeding quota.
• Comfortable being a “hunter” for new customers, including cold calling, working within the Partner Ecosystem, networking in person, attending conferences and leveraging social media.
• Excellent oral and written communication and strong presentation skills via Zoom and in person.
• Confident and steady with software tools like Zoom, Excel, PowerPoint, Salesforce, Web Apps, etc.
• Work from home but ready to travel 25-40% when required for customer meetings and industry conferences.
• A bachelor’s degree or equivalent experience required.

FSLA Status: Exempt