Client Executive

**About Us**
Diligent is the leading governance, risk and compliance (GRC) SaaS company, serving 1 million users from over 25,000 organizations around the world. Our software enables holistic and informed conversations about GRC and ESG to ensure CEOs, CFOs and the board have an integrated view of audit, risk, information security, ethics and compliance from across the organization.
**Position Overview**
We are building an elite, passionate, curious, and innovative commercial LATAM team that is highly regarded in the SaaS industry, loved by our customers, and feared by our competition.
As a Client Executive you are responsible for generating more bookings from Diligent's existing customer base by selling additional solutions from our governance, risk, and compliance ecosystem.
Your role requires deep knowledge of Diligent's products, an enterprise solution-selling approach and working with Client Development Reps, Solutions Engineers, and Customer Success to close deals.
Your primary buyer profiles will be General Counsels, Corporate Secretaries, Heads of Legal Operations, CIOs and CFOs.
**Key Responsibilities**
- Work cohesively and collaboratively with your Client Development Rep and Customer Success Manager to uncover opportunities within your target accounts
- Generate a high activity rate with initial meetings coming from your own sales prospecting efforts in addition to initial meetings from marketing, CDRs and CSMs
- Maintain a high initial meeting to opportunity conversion rate by using great commercial messaging
- Execute on Diligent's commercial motion: understand first, demonstrate second, sell last, and qualify with MEDDICC throughout.
- Operate with speed because all else being equal the company that executes fastest will win
- A clear focus on the customer and the future and how we can improve their business
- Exceed quarterly and annual sales targets
- Effective pipeline management by using Salesforce and our MEDDICC grader to enhance win rates and improve forecasting
- Weekly completion of 15Five check-in to enhance employee to manager feedback loop and communication
- Adoption of a growth mindset and continuous learning
**Required Experience, Skills and Values**:
- Proven track record with 3+ years in direct client-facing sales roles focused on enterprise, strategic, key accounts at a SaaS organization
- The ability to conduct great discovery because how well you understand a problem determines how well you solve it
- Proven ability to effectively articulate value and sell complex, multi-product solutions
- Experience with MEDDICC or a willingness to learn it and practice it because how you sell is more important than what you sell
- The ability and desire to still go outbound because more activity means more business, so you must be proactive in your pursuit of meetings, pipeline, and bookings.
- Strong organizational skills and ability to focus on what is important
- Strong use of Salesforce because if it isn't in Salesforce then it didn't happen
- A sense of humor because you do not have to be serious all the time in order to be taken seriously
- A collaborative mindset because enterprise sales is a team sport
- Language proficiency requires**: Spanish, Portuguese, and English**
**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, competitive vacation policy and meeting-free days across the company. We care about our team's health and wellness and even offer a quarterly health club reimbursement
- **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, 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., London, Galway, Budapest, Vancouver, Bengaluru, Munich, and Sydney.
**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. D

---