Account Manager I, Public Sector

Diligent Corporation • Columbia, WA

11d • $60,000 - $72,000 • Hybrid

About The Position

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. Learn more at diligent.com or follow us on LinkedIn and Facebook Position Overview The Account Manager I in our Mission-Driven Organization is focused on leading new sales in the public sector (K-12, community colleges, and local government) . This individual will join an elite team of sales professionals who are intellectually curious, act as consultative advisors and are results driven. The Account Manager I is empowered to lead their territory and is responsible for exceeding new bookings revenue targets, driving year-over-year growth and defined OKRs. Success in this role stems from territory attack planning, strategic account management and strong solution-selling skills.

Requirements

• Minimum 2 years SaaS sales experience with a demonstrated track record of exceeding revenue targets.
• Excellent prospecting skills and experience with outreach campaigns and cold calling.
• Experience managing a sales pipeline and leading multiple opportunities simultaneously.
• Comfort applying Challenger Sales principles during a sales process.
• Proven ability to take complex problems and deliver simple solutions.
• Outstanding communication and presentation skills, both verbal and written.
• Familiarity with modern sales engagement and automation tools such as LinkedIn Sales Navigator, SalesLoft, and Salesforce.
• Bachelor’s degree or equivalent.

Responsibilities

• Lead sales with a consultative approach and Challenger mindsight.
• Design and execute territory attack plans to expand market share, exceed revenue targets and drive YoY growth.
• Build strong sales pipeline, from both marketing lead generation and self-prospecting efforts.
• Lead with a disciplined sales process and management resulting in a predictable sales engine.
• Ownership of territory through personal brand, awareness and thought leadership.
• Achieve defined OKRs (Objective and Key Results).
• Exceed new bookings revenue targets.
• Develop an expert knowledge in Diligent's public sect or industry SaaS offerings.
• Apply the Challenger sales methodology during the sales process.
• Understand customer needs and help develop solutions through the Company’s offerings.
• Utilize MEDDICC qualification framework throughout the sale process.
• Present Diligent’s solutions via in-person and web demonstrations.
• Research and understand the market for Diligent’s solutions, including competitor analysis to ensure client retention.
• Prospect new leads to supplement inbound enquires and build upgrade pipeline.
• Maintain detailed records in Salesforce and strong forecasting.
• Leverage sales tools such as Gong.io, Salesforce, LinkedIn Sales Navigator, SalesLoft, and Outreach to continually improve skills and development.
• Effectively leverage company resources in supporting sales and campaigns. Marketing, sales development, customer success, support, engineering, professional services, and executives.
• Provide constant feedback on product, design, marketing, and customer/market behaviors to support our innovation and delivery of leading solutions and experiences for our customers.

Benefits

• Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Number of Employees: 1,001-5,000 employees