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Director of Sales

Company: Diligent Corporation
Location: Stratford
Posted on: May 3, 2021

Job Description:

Position at Diligent Corporation

The Company

Diligent is the pioneer in modern governance. We empower leaders to turn governance into a competitive advantage through unparalleled insight and highly secure, integrated SaaS applications, helping organizations thrive and endure in todays complex, global landscape. The largest global network of corporate directors and executives, Diligent is relied on by more than 19,000 organizations and nearly 700,000 leaders in over 90 countries. With award-winning customer service, Diligent serves more than 50% of the Fortune 1000, 70% of the FTSE 100, and 65% of the ASX. Our passionate, smart, and creative group of more than 1,000 employees support customers around the globe.

Position Overview

The Director of Sales, Public (education and state and local government) will lead team of 5-7 sales professionals. In addition to managing the sales team, this leader will be responsible for partnering with the sales development and marketing functions responsible for generating and managing leads. This individual will drive success through developing effective business strategies and managing overall sales activities to deliver the desired business results.

Key Responsibilities

Drive Sales Growth by:

  • Develop and implement strategic sales plans to achieve corporate goals
  • Develop and implement sales selling methodology, based on market research and competitor analyses
  • Create internal cross selling and upsell sales strategy
  • Direct sales forecasting activities and set performance goals
  • Review geographic market analyses to identify growth opportunity
  • Direct performance evaluations to develop a culture of accountability
  • Direct channel development activities and coordinate sales distribution by establishing sales territories, quotas, and goals
  • Collaborate with other Diligent brands to identify and execute on cross selling strategy
  • Represent company at trade association meetings to promote Diligent
  • Deliver sales presentations to key clients in coordination with sales representatives
  • Meet with key prospective clients, assist sales representative with maintaining relationships and negotiate and close deals
  • Analyze and control expenditures to conform to budgetary requirements while measuring costs to acquire customers
  • Prepare periodic sales reports showing sales volume, potential sales, and areas of growth and expansion
  • Monitor and evaluate the competitive landscape
  • Recommend or approve budget, expenditures, and appropriations for research and development work
  • Partner with Marketing to develop and execute a winning marketing plan and go-to-market strategy
  • Partner with Product Development to refine go-to-market strategy and understand product positioning internally to drive key benefits in sales presentations
  • Partner with Customer Success and Customer Support teams to identify customer requirements and possible business opportunities.
  • Train and coach all sales individuals on a consistent cadence

Required Experience/Skills:

  • 7+ years of experience in leading new and expansion sales teams (preferably in SAAS)
  • Ability to manage influence through persuasion, negotiation, and consensus building
  • Experience with sales funnel management and structuring sales quota and revenue expectations
  • Dedicated focus on forecast accuracy and delivering results
  • Passion for revenue and growth
  • Deep understanding of value drivers in recurring revenue business models
  • Analytical and process-oriented mindset
  • Strategic planning and implementation skills, ability to think ahead
  • Employee training and development expertise
  • Proficiency with utilizing all manner of technology to advance sales operations including CRM
  • Demonstrated leadership through accountability, continuous learning and improvement
  • Enthusiastic and creative leader with the ability to inspire others
  • Excellent communication and presentation skills
  • Travel required

FSLA Status: Exempt

Diligent offers a competitive compensation and benefits package, including health, vision, dental, 401k with a strong match, health club reimbursement and much more.

We are a drug free workplace, and an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religious creed, sex, national origin, ancestry, citizenship status, pregnancy, childbirth, physical disability, mental disability, age, military status, protected veteran status, marital status, registered domestic partner or civil union status, gender (including sex stereotyping and gender identity or expression), medical condition (including, but not limited to, cancer related or HIV/AIDS related), genetic information, or sexual orientation in accordance with applicable federal, state and local laws.


Keywords: Diligent Corporation, Stratford , Director of Sales, Other , Stratford, Connecticut

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