Territory Account Executive

Territory Account Executive

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 is responsible for initial prospect/customer meetings, pipeline management, and accurate forecasting through to deal completion. The Account Executive II builds strong relationships with commercial stakeholders and strategically leverages their knowledge and experience with Diligent's products, solutions, and strategy to develop deeper product expertise that addresses customers' needs. This position requires a commercially astute individual with a proven track record of success and embodies our culture and values, demonstrating experience collaborating with stakeholders to realize shared goals.

Key responsibilities include proactively building a deep knowledge of Diligent's products, solutions, strategy, and business priorities. The role involves prospecting new and existing business within the designated vertical/territory for complex accounts with longer sales cycles. It also entails adopting a 'solutions' selling approach, understanding customer needs, and developing solutions through the lens of the Diligent One Platform.

Additional responsibilities include building 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. The role also requires developing and executing account plans to ensure revenue targets, quota, and customer business needs are met and collaborating with key stakeholders to drive integrated joint account wins for mutual business growth.

The Territory Account Executive leads coordination of Sales stakeholders to prioritize actions for multiple assigned accounts based on customer needs, sales importance, and account risks. They develop specialized business plans for customers that drive business outcomes to generate new business and upsells. Presenting business plans to customers to generate new non-qualified opportunities is also part of the role. The role involves creating and leading feedback loop processes with product management and product marketing to communicate and relay customer pain points and feedback.

Demonstrating sales excellence by managing the end-to-end sales cycle from opportunity to deal close using the Diligent-approved sales methodology is crucial. Effectively utilizing sales tools to prospect new leads, schedule initial meetings, increase win rates, and generate bookings is also required. Accurately maintaining SFDC records, forecasting, and reporting on projected bookings, deals closed, etc., on a regular basis is part of the role. A deep understanding of the competitor landscape externally, including customers' business strategy and industry direction, is also essential.

Required experience/skills include 5-7 years of proven success in account management and achieving revenue targets within the technology or GRC industry. The role requires the 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, is also necessary. Strong communication, presentation, and influencing skills are required, along with 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.