Job Specifications
Position Overview:
The Director of Sales, reporting to the RVP Commercial Sales, will be responsible for overseeing the new business strategy for SMB and Mid‑Market in the UK & Ireland, managing a team of Account Executives for Diligent in the region. The Director of Sales is responsible for driving increased revenue from a new customer base. They will establish the operating rhythm for prospecting, pipeline creation, deal execution, and forecast rigor, ensuring predictable attainment and clear accountability, as well as consistency across the team.
We’re looking for an entrepreneurial sales leader who can set the tone for excellence, build a high‑performing team, and execute a crisp go‑to‑market for their relevant segment. You’ll develop and coach talent, bring discipline to forecasting, and partner cross‑functionally – including Product Marketing, Sales Development, Marketing - to generate and convert high‑quality pipeline. You thrive on building repeatable processes, upleveling deal strategy, and winning new logos at pace.
Key Responsibilities
Establish the operating rhythm for sales outbound prospecting, multi-channel pipeline creation, deal execution, and forecast accuracy to ensure predictable pipeline and bookings attainment.
Deliver clear, concise written and verbal communications, including executive updates, deal reviews, and cross-functional alignment across the region.
Lead complex negotiations to close strategic deals while setting a high bar for deal strategy, execution discipline, and team leadership.
Own forecast accuracy and cadence, providing precise weekly and monthly projections, risk/opportunity reviews, and action plans to close gaps.
Own territory and market intelligence for the segment you are overseeing, tracking progress on market share capture, emerging opportunities and competitor intelligence.
Recruit, hire, onboard, train and retain high-performing sales account executives; set clear expectations and coach for continuous improvement and accountability; and lead from the front by role-modeling sales excellence to the team
Define and execute the regional sales strategy in partnership with cross-functional stakeholders, including territory design, commercial plays and team enablement to achieve growth targets.
Drive pipeline generation and inspection rhythms; partner with Marketing, Sales Development and Revenue Operations to improve pipeline creation in target segments, shorten sales cycles, and increase win rates.
Required Experience/Skills:
Minimum 3 years of leading successful new business sales teams in SaaS/Software environments
Minimum 8 years of successful direct sales experience in SaaS/Software environments
Proven track record of achieving sales targets and driving revenue growth in the UK & Irish mid‑market and SMB segments, both as a leader and as an individual contributor; regular Presidents’ Club achievement for you and your teams. Excellent coaching, leadership and management skills with the ability to motivate and inspire a team
Proven experience managing the sales funnel end‑to‑end, leveraging data and metrics to inform strategy and systematically identify and resolve performance gaps, with a data‑driven focus on pipeline hygiene, activity quality, and rigorous deal inspection.
Dedicated focus on forecasting accurate and achievable results
Expertise in sales methodologies including MEDDPICC, Force Management, Challenger Sales
Proficiency with modern sales tooling (e.g., Salesforce, Gong, Outreach, LinkedIn Sales Navigator), coupled with a deep curiosity about AI and demonstrable examples of leveraging AI to raise efficiency and outcomes for yourself and your team.
Deep understanding of value drivers in recurring revenue business models
Strategic planning and implementation skills, ability to think ahead
Excellent communication and presentation skills
About Us
Diligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping more than 1 million users and 700,000 board members to clarify risk and elevate governance. The Diligent One Platform gives practitioners, the C-Suite and the board a consolidated view of their entire GRC practice so they can more effectively manage risk, build greater resilience and make better decisions, faster.
At Diligent, we're building the future with people who think boldly and move fast. Whether you're designing systems that leverage large language models or part of a team reimaging workflows with AI, you'll help us unlock entirely new ways of working and thinking. Curiosity is in our DNA, we look for individuals willing to ask the big questions and experiment fearlessly - those who embrace change not as a challenge, but as an opportunity. The future belongs to those who keep learning, and we are building it together. At Diligent, you’re not just building the future - you’re an agent of positive change, joining a global community on a mission to make an impact.
Learn more at diligent.com or follow us
About the Company
Diligent created the modern governance movement. As the leading governance, risk and compliance (GRC) SaaS company, we serve 1 million users from over 25,000 customers around the globe. Our innovative platform gives leaders a connected view of governance, risk, compliance and ESG across their organization. Our world-changing idea is to empower leaders with the technology, insights and connections they need to drive greater impact and accountability – to lead with purpose. Our employees are passionate, smart, and creative peo...
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