Regional Sales Director

Description:

Diligent is the world’s largest GRC SaaS provider, serving nearly 1 million users from 25,000 organizations around the world. Our software enables holistic and informed conversations about governance, risk and compliance and ensures CEOs, CFOs and the board have an integrated view of audit, risk, information security, ethics and compliance from across the organization.

Our world-changing idea is to bring technology, insights and confidence to leaders so they can build more effective, equitable, and successful organizations – and create lasting, positive impact on the world. We seek to empower organizations to be better for their stakeholders and communities, for their customers and employees, for their bottom line.

Headquartered in New York, Diligent also has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, and Sydney.

Position Overview

The Regional Sales Director drives revenue growth through new bookings, primarily related to initial prospect/customer meetings, pipeline creation and commercial deal management.

This individual contributor role will drive growth primarily through the sales cycle from effective customer prospecting, pipeline management (MEDDICC), accurate forecasting through to deal completion. The Regional Sales Director is an enthusiastic and commercially focused individual with a proven track record in influencing issuers, investors or intermediaries on the value that the Diligent product suite can bring in relation to executive compensation and board effectiveness. Demonstrable success in building strong partnerships and growing our business through companies within the financial services industry is essential for this role.

Key Responsibilities

• Prospect new leads in addition to supplementing inbound leads to build pipeline;
• Develop an expert knowledge of Diligent’s specialist corporate governance SaaS solutions with a focus on multiple products within the Diligent portfolio;
• Develop expert knowledge of the Diligent product suite and the Corporate Governance industry;
• Adopt a ‘solutions’ selling approach, rather than a features and functionality sales approach.
• Effectively demo Diligent’s solutions, both in person and online;
• Effectively manage the end to end sales cycle from opportunity to deal close using MEDDICC sales methodology;
• Utilize sales tools such as Salesforce.com, SalesLoft, LinkedIn Sales Navigator, Webex, Gong.io to prospect new leads, schedule initial meetings, increase win rates and generate bookings;
• Accurately maintain SFDC records, forecast and report out on projected bookings, deals closed etc. on a regular basis;
• Work with the marketing team to develop a targeted accounts strategy for your respective market and implement accordingly;

Required Experience/Skills

• Proved experience in selling SaaS or technology related products or services with a track record of consistently closing new business;
• 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;
• Strong experience of holistic, value add ‘solution’ selling;
• Exceptional communication and presentation skills with a high level of charisma;
• Excellent influencing and negotiation skills;
• Exceptional planning and organisational skills;
• Excellent attention to detail with a good understanding of the sales cycle and the importance of accurate pipelining and forecast reporting;
• Competitive, tenacious and resilient with a strong ability to adapt and work calmly under pressure;