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Diligent · 5 days ago

Account Executive (SMB Expand)

Washington, DC

Full-time

Hybrid

Mid, Senior Level

$90K/yr - $100K/yr

3+ years exp

Diligent is an AI leader in governance, risk, and compliance SaaS solutions, serving over 1 million users. The Account Executive (SMB Expand) is responsible for driving revenue growth in the SMB segment through prospecting, pipeline creation, and deal management, requiring a strong hunter mentality and experience in closing SaaS deals.

Business IntelligenceCollaborationComplianceData CenterInformation TechnologyMeeting SoftwareMessagingRisk ManagementSaaSSoftware

Responsibilities

Proactively identify and pursue expansion opportunities within an existing SMB customer base, while qualifying inbound upsell and cross-sell interest to maintain a healthy, recurring pipeline

Develop deep expertise in Diligent’s GRC SaaS platform and evolving customer use cases, clearly articulating incremental value and ROI to SMB stakeholders

Apply a consultative, solution-selling approach that uncovers customer pain points, adoption gaps, and growth triggers rather than leading with features

Manage a high-velocity expansion sales cycle from discovery through close leveraging MEDDICC to validate value, decision criteria, and deal health

Leverage Salesforce, SalesLoft, LinkedIn Sales Navigator, and Gong to drive account engagement, prioritize expansion opportunities, and improve win rates

Maintain accurate CRM data, forecasts, and reporting to ensure clear visibility into weekly and monthly expansion bookings

Qualification

SaaS sales experienceHigh-velocity salesConsultative sellingSalesforceSalesLoftLinkedIn Sales NavigatorGongResilienceCuriosityEmpathyStorytelling skillsCommunication skillsPresentation skillsOrganization skillsAttention to detail