Position Overview
The Account Manager I in our Mission-Driven Organization is focused on leading new sales in the public sector (K-12, community colleges, and local government). This individual will join an elite team of sales professionals who are intellectually curious, act as consultative advisors and are results driven.
The Account Manager I is empowered to lead their territory and is responsible for exceeding new bookings revenue targets, driving year-over-year growth and defined OKRs. Success in this role stems from territory attack planning, strategic account management and strong solution-selling skills.
Key Responsibilities
- Lead sales with a consultative approach and Challenger mindsight.
- Design and execute territory attack plans to expand market share, exceed revenue targets and drive YoY growth.
- Build strong sales pipeline, from both marketing lead generation and self-prospecting efforts.
- Lead with a disciplined sales process and management resulting in a predictable sales engine.
- Ownership of territory through personal brand, awareness and thought leadership.
- Achieve defined OKRs (Objective and Key Results).
- Exceed new bookings revenue targets.
Area of Focus
- Develop an expert knowledge in Diligent's public sector industry SaaS offerings.
- Apply the Challenger sales methodology during the sales process.
- Understand customer needs and help develop solutions through the Company’s offerings.
- Utilize MEDDICC qualification framework throughout the sale process.
- Present Diligent’s solutions via in-person and web demonstrations.
- Research and understand the market for Diligent’s solutions, including competitor analysis to ensure client retention.
- Prospect new leads to supplement inbound enquires and build upgrade pipeline.
- Maintain detailed records in Salesforce and strong forecasting.
- Leverage sales tools such as Gong.io, Salesforce, LinkedIn Sales Navigator, SalesLoft, and Outreach to continually improve skills and development.
- Effectively leverage company resources in supporting sales and campaigns.
- Marketing, sales development, customer success, support, engineering, professional services, and executives.
- Provide constant feedback on product, design, marketing, and customer/market behaviors to support our innovation and delivery of leading solutions and experiences for our customers.
Required Experience/Skills
- Minimum 2 years SaaS sales experience with a demonstrated track record of exceeding revenue targets.
- Excellent prospecting skills and experience with outreach campaigns and cold calling.
- Experience managing a sales pipeline and leading multiple opportunities simultaneously.
- Comfort applying Challenger Sales principles during a sales process.
- Proven ability to take complex problems and deliver simple solutions.
- Outstanding communication and presentation skills, both verbal and written.
- Familiarity with modern sales engagement and automation tools such as LinkedIn Sales Navigator, SalesLoft, and Salesforce.
- Bachelor’s degree or equivalent.
