Account Manager I, Public Sector

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 , 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.