Description:
The Solutions Sales Director will play an instrumental role in driving revenue growth for Diligent’s solutions across existing and new accounts. This role is focused on candidates with strong expertise in entity management space, either as a practitioner (e.g., company secretary) or someone who has directly used entity management tools in a commercial or operational setting. The Solutions Sales Director is responsible for managing larger, complex accounts with longer sales cycles and driving adoption of the Diligent One Platform.
This individual contributor position manages the full sales cycle, from initial prospect/customer meetings through to deal completion, while orchestrating internal expertise to deliver on and grow accounts. Providing coaching, guidance, and support to Sales stakeholders is a key element to enable team members to learn best practices. Success in this role is measured by expanding product usage in existing customers, migrating customers to the Diligent One Platform, and selling to new accounts.
Key Responsibilities:
- Demonstrate and maintain expert-level knowledge of Diligent’s ethics and compliance solutions.
- Prospect and manage new and existing business within the designated territory, focusing on larger, complex accounts with longer sales cycles.
- Apply a consultative ‘solutions selling’ approach, using deep domain expertise to understand customer needs and position the Diligent One Platform effectively.
- Leverage industry-focused insights to create long-term competitive advantages for customers.
- Expand strategic customer relationships and drive growth across multiple areas of the organisation.
- Gather feedback from customers on needs, products, and features; collaborate with product management and marketing to drive improvements.
- Develop strategic account plans that generate new business and upsell opportunities, coordinating cross-functional teams to execute plans.
- Manage the end-to-end sales cycle using Diligent-approved methodologies.
- Utilize sales tools to identify leads, schedule meetings, and increase win rates.
- Maintain accurate CRM records, forecasts, and regular reporting on pipeline and bookings.
- Understand competitor landscape, customer strategy, and industry trends.
- Partner with Sales stakeholders to discover and qualify new opportunities, building a structured pipeline.
Required Experience/Skills:
- Experience in the entity management space, either as a practitioner or in selling ethics and compliance solutions.
- Proven success in account management or new business, achieving revenue targets in the technology, SaaS, or GRC sectors.
- Ability to build and maintain relationships with diverse stakeholders at all levels.
- Continuous learning mindset with a desire to expand knowledge of products, industry trends, and customer challenges.
- Excellent communication, presentation, and influencing skills.
- High curiosity and empathy to understand customer context, issues, and pain points through effective questioning and listening.
- Self-motivated, results-driven, and able to operate effectively in a fast-paced, dynamic environment.