Enterprise Account Director - New Business (BFSI)

Position Overview:

As an Enterprise Account Director with Diligent, you'll be at the forefront of driving revenue growth, deepening customer engagement, and shaping the future of how businesses utilise our cutting-edge solutions. Success in this role means introducing new clients to our platform. This is a high-impact, individual contributor role that demands strategic vision, proactive relationship-building, and relentless pursuit of excellence. You’ll be responsible for everything from engaging prospects and managing a robust pipeline to delivering accurate forecasts and closing deals. Acting as a trusted advisor and strategist, you’ll lead account planning, orchestrate internal collaboration, and leverage expertise to elevate customer success and revenue growth.

We’re looking for a commercially sound sales professional with a track record of exceeding targets, a natural collaborator, and someone who thrives in fast-paced, high-growth environments. If you’re driven to create value, embody a customer-first ethos, and deliver innovative solutions, this is the role for you.

Key Responsibilities:

• Proactively build a deep knowledge of and expertise in Diligent’s products, solutions, strategy and business priorities.
• Responsible for prospecting new business within the FSBI territory for complex accounts with longer sales cycles.
• Adopts a ‘solutions’ selling approach, understanding customer needs and developing solutions through the lens of the Diligent One Platform.
• Build deep relationships with prospects during interactions by being customer-focused and consistently honouring commitments and connecting the customer to internal commercial stakeholders to foster product growth.
• Develop and execute on account plans to ensure revenue targets, quota and customer business needs are met and collaborates with key stakeholders to drive integrated joint account wins for mutual business growth.
• Leads the coordination of Sales stakeholders to prioritise actions for multiple assigned accounts based on customer needs, sales generating importance, and account risks.
• Develops specialised business plans for prospective customers that drive business outcomes to generate new business and upsells. 
• Create and lead feedback loop processes with product management and product marketing to communicate and relay customer pain points and feedback.
• Demonstrate Sales excellence by managing the end-to-end sales cycle from opportunity to deal close using MEDDPICC
• Effectively utilise sales tools 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.
• Demonstrates a deep understanding of the competitor landscape externally, including customers’ business strategy and the direction of the industry.

Required Experience/Skills:

• 7+ years of success in new business acquisition, and exceeding revenue targets, ideally within highly regulated industries, BFSI, SaaS or GRC space.
• The ability to build trust and influence senior leaders and stakeholders at all organisational levels.
• A passion for continuous learning and a sharp understanding of both internal products and external industry trends.
• Exceptional presentation, negotiation, and interpersonal skills that inspire confidence and drive outcomes.
• A knack for aligning technology solutions with business objectives to deliver measurable value.
• Self-motivation, resilience, and a results-driven approach to thrive in a dynamic, fast-paced environment.