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Diligent is seeking a Senior Account Executive to drive revenue growth and deepen customer engagement across their GRC (Governance, Risk & Compliance) SaaS platform. This is a high-impact individual contributor role based in Sydney, focused on expanding product adoption among existing customers and acquiring new enterprise clients in regulated industries.
You will own the full sales cycle for complex accounts with longer sales cycles, from prospecting through deal closure. Key responsibilities include building deep product expertise, developing solutions-based selling approaches tailored to customer needs, and managing a robust pipeline using Diligent's approved sales methodology. You'll act as a trusted advisor, developing account plans that align technology solutions with business objectives, coordinating cross-functional stakeholders, and presenting business cases to drive upsells and new business opportunities.
You'll maintain accurate forecasting in Salesforce, create feedback loops with product and marketing teams to relay customer insights, and demonstrate mastery of the competitive landscape and industry trends. Success requires managing multiple assigned accounts strategically, prioritizing actions based on customer needs and revenue impact, and consistently exceeding revenue targets and quota.
Required qualifications include 4+ years of success in account management, new business acquisition, and revenue target achievement—ideally in highly regulated industries, SaaS, or GRC. You should be proficient in sales methodologies such as MEDDIC and Challenger Selling, with proven ability to build trust and influence senior stakeholders across organizational levels. Exceptional presentation, negotiation, and interpersonal skills are essential, along with self-motivation, resilience, and a results-driven mindset in fast-paced environments.
