Territory Account Executive

About UsDiligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1 million users and 700,000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners, the C‑Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster. At Diligent, we’re building the future with people who think boldly and move fast. Whether you’re designing systems that leverage large language models or part of a team reimaging workflows with AI, you’ll help us unlock entirely new ways of working and thinking. Position Overview The Territory Account Executive is responsible for driving revenue growth for existing and new accounts for all products. 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 role handles initial prospect/customer meetings, pipeline management, and accurate forecasting through to deal completion. Key Responsibilities Proactively build a deep knowledge of and expertise in Diligent’s products, solutions, strategy, and business priorities. Prospect new and existing business within the designated vertical/territory for complex accounts with longer sales cycles. Adopt 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, consistently honoring commitments, and connecting the customer to internal commercial stakeholders to foster product growth. Develop and execute account plans to ensure revenue targets, quota, and customer business needs are met and collaborate with key stakeholders to drive integrated joint account wins for mutual business growth. Lead coordination of Sales stakeholders to prioritize actions for multiple assigned accounts based on customer needs, sales importance, and account risks. Develop specialized business plans for customers that drive business outcomes to generate new business and upsells. Present 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 on projected bookings, deals closed, etc., on a regular basis. Demonstrate a deep understanding of the competitor landscape externally, including customers’ business strategy and industry direction. Required Experience / Skills 5‑7 years of proven 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. Commitment to continuous learning, including demonstrated knowledge and expertise of internal products, external industry trends, and customer landscape. Strong communication, presentation, and influencing skills. 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 able to work in a fast‑paced and dynamic environment. What Diligent Offers You We thrive on creative collaboration, flexible work environments, comprehensive health benefits, generous time‑off policies, wellness programs, and a global community that values diversity and inclusion. The role follows a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. 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 (contact email/phone). 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. #J-18808-Ljbffr