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Full-Time

Account Executive

Posted on 9/30/2024

Diligent Corporation

Diligent Corporation

1,001-5,000 employees

Provides governance, risk, and compliance solutions

Cybersecurity
Consulting
Enterprise Software

Compensation Overview

$90k - $105kAnnually

Senior

New York, NY, USA

Category
Strategic Account Management
Sales & Account Management
Required Skills
Sales
Communications
Marketing
Business Strategy
Requirements
  • 5-7 years proven track record of success in account management and achieving revenue targets within the technology or GRC industry.
  • Ability to build and maintain relationships with diverse 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.
  • 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.
  • 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.
Responsibilities
  • Proactively build a deep knowledge of and expertise in Diligent’s products, solutions, strategy and business priorities.
  • Responsible for prospecting new and existing business within the designated vertical / territory for 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.
  • Build deep relationships 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.
  • Leads the coordination of 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 and lead feedback loop processes with product management and product marketing to communicate and relay customer pain points and feedback.
  • Demonstrate Sales excellence by managing 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 a deep understanding of the competitor landscape externally, including customers business strategy and the direction of the industry.

Diligent provides governance, risk, and compliance (GRC) solutions through a software-as-a-service (SaaS) platform. Their tools help organizations manage board activities, ensuring operations are clear, simple, and secure. Clients range from large enterprises to government and non-profit organizations, all needing effective governance frameworks. Diligent operates on a subscription model, allowing clients to access a suite of software tools that streamline board management, ensure compliance with regulations, and support environmental, social, and governance (ESG) commitments. This comprehensive platform helps clients make informed decisions and mitigate risks. Diligent stands out from competitors by focusing on data security, user privacy, and a user-friendly interface. The company's goal is to assist organizations in navigating regulatory challenges and achieving their ESG objectives.

Company Stage

IPO

Total Funding

$35M

Headquarters

New York City, New York

Founded

1994

Growth & Insights
Headcount

6 month growth

5%

1 year growth

11%

2 year growth

62%
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Simplify's Take

What believers are saying

  • Diligent's continuous innovation, such as the launch of the ESG module and Board Reporting for Audit, positions it as a leader in the GRC space.
  • The company's strategic partnerships with firms like Clarity AI and PwC Canada enhance its service offerings and market reach.
  • Diligent's subscription-based model ensures a steady revenue stream, allowing for sustainable growth and scalability.

What critics are saying

  • The highly competitive GRC market requires Diligent to continuously innovate to maintain its edge.
  • Data breaches, such as the one involving Leidos, can damage the company's reputation and client trust.

What makes Diligent Corporation unique

  • Diligent's comprehensive GRC platform integrates governance, risk, compliance, and ESG, offering a one-stop solution unlike many competitors who focus on individual aspects.
  • The company's strong emphasis on data security and user privacy sets it apart in a market where regulatory compliance is paramount.
  • Diligent's user-friendly interface and innovative tools like Policy Publisher and Market Intelligence empower clients to make informed decisions efficiently.