Position Overview: 

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 in new business sales. 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:.

• 7-10 years proven track record of success in account management and achieving revenue targets within industry vertical technology or GRC industry.
• Strong communication and presentation skills in English and French essential.
• 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.
• 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.

Position Overview:  

The Director of Sales, reporting to the RVP Commercial Sales, will be responsible for overseeing the new business strategy for SMB and Mid‑Market in the UK & Ireland, managing a team of Account Executives for Diligent in the region. The Director of Sales is responsible for driving increased revenue from a new customer base. They will establish the operating rhythm for prospecting, pipeline creation, deal execution, and forecast rigor, ensuring predictable attainment and clear accountability, as well as consistency across the team. 

We’re looking for an entrepreneurial sales leader who can set the tone for excellence, build a high‑performing team, and execute a crisp go‑to‑market for their relevant segment. You’ll develop and coach talent, bring discipline to forecasting, and partner cross‑functionally – including Product Marketing, Sales Development, Marketing - to generate and convert high‑quality pipeline. You thrive on building repeatable processes, upleveling deal strategy, and winning new logos at pace. 

Key Responsibilities 

• Establish the operating rhythm for sales outbound prospecting, multi-channel pipeline creation, deal execution, and forecast accuracy to ensure predictable pipeline and bookings attainment. 
• Deliver clear, concise written and verbal communications, including executive updates, deal reviews, and cross-functional alignment across the region. 
• Lead complex negotiations to close strategic deals while setting a high bar for deal strategy, execution discipline, and team leadership. 
• Own forecast accuracy and cadence, providing precise weekly and monthly projections, risk/opportunity reviews, and action plans to close gaps. 
• Own territory and market intelligence for the segment you are overseeing, tracking progress on market share capture, emerging opportunities and competitor intelligence.  
• Recruit, hire, onboard, train and retain high-performing sales account executives; set clear expectations and coach for continuous improvement and accountability; and lead from the front by role-modeling sales excellence to the team 
• Define and execute the regional sales strategy in partnership with cross-functional stakeholders, including territory design, commercial plays and team enablement to achieve growth targets. 
• Drive pipeline generation and inspection rhythms; partner with Marketing, Sales Development and Revenue Operations to improve pipeline creation in target segments, shorten sales cycles, and increase win rates. 

Required Experience/Skills: 

• Minimum 3 years of leading successful new business sales teams in SaaS/Software environments 
• Minimum 8 years of successful direct sales experience in SaaS/Software environments 
• Proven track record of achieving sales targets and driving revenue growth in the UK & Irish mid‑market and SMB segments, both as a leader and as an individual contributor; regular Presidents’ Club achievement for you and your teams. Excellent coaching, leadership and management skills with the ability to motivate and inspire a team  
• Proven experience managing the sales funnel end‑to‑end, leveraging data and metrics to inform strategy and systematically identify and resolve performance gaps, with a data‑driven focus on pipeline hygiene, activity quality, and rigorous deal inspection. 
• Dedicated focus on forecasting accurate and achievable results 
• Expertise in sales methodologies including MEDDPICC, Force Management, Challenger Sales 
• Proficiency with modern sales tooling (e.g., Salesforce, Gong, Outreach, LinkedIn Sales Navigator), coupled with a deep curiosity about AI and demonstrable examples of leveraging AI to raise efficiency and outcomes for yourself and your team. 
• Deep understanding of value drivers in recurring revenue business models 
• Strategic planning and implementation skills, ability to think ahead 
• Excellent communication and presentation skills 

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