Solutions Sales Director

**About Us**

Diligent 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. Curiosity is in our DNA, we look for individuals willing to ask the big questions and experiment fearlessly - those who embrace change not as a challenge, but as an opportunity. The future belongs to those who keep learning, and we are building it together. At Diligent, you're not just building the future - you're an agent of positive change, joining a global community on a mission to make an impact.

**Position Overview**:
The Solutions Sales Director will play an instrumental role in driving revenue growth for Diligent for existing and new accounts for Diligents' solutions. The Solutions Sales 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 Solutions Sales 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. The Solutions Sales Director embodies our culture and values and has demonstrated experience collaborating with stakeholders to realise shared goals.

**Key Responsibilities**:

- Demonstrates and maintains an expert level of technical knowledge in Diligent's solution and specialised
products.
- 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 organisation.
- 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 utilise sales tools to prospect new leads, schedule initial meetings, increase win rates and generate
bookings.
- Accurately maintain CRM 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.
- Collaborates and partners with Sales stakeholders to discover new and growth opportunities, qualify
opportunities and build pipeline.

**Required Experience/Skills**:

- 10+ years of experience within the enterprise risk or audit management space.
- 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 organisation.
- Continuous learning, including a desire to develop knowledge and expertise in internal products, external industry trends and the 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.
- Self-motivated, results-driven, and ability to work in a fast-paced and dynamic environm