Diligent Corporation

Solution Sales Director - Risk and Audit Location: Sydney Australia Job Description: Solution Sales Director - Risk & Audit (ANZ) About Diligent Diligent is the global leader in modern governance, risk and compliance (GRC), empowering more than one million users and hundreds of thousands of board members and executives with the technology, insights and confidence to drive impact. Our Diligent One platform brings together Governance, Risk, Audit, Compliance, ESG, Cyber and Third‑Party Risk so leaders can see around corners and act with certainty. We work with organisations of every size and sector - from listed enterprises and financial institutions to education and public sector bodies - helping them unify risk and assurance and make better, faster decisions. Role Overview We are hiring a Solution Sales Director - Risk & Audit (ANZ) to accelerate growth of Diligent's Assurance, Enterprise Risk Management, Audit Management, Internal Controls and ACL Analytics portfolio across the commercial and mid‑market segments in Australia and New Zealand. This is a senior individual contributor role within our specialist sales team. You will be the go‑to commercial and domain leader for Risk & Audit in ANZ - owning pipeline, opportunity strategy and deal execution for our risk and assurance solutions, while acting as a trusted advisor to both customers and colleagues. You will: - Lead consultative, solution-based sales cycles with senior stakeholders across risk, audit, finance and the C‑suite - Work in close partnership with regional Account Executives (who primarily sell Diligent Boards) to expand our footprint into Assurance, ERM, Audit and Controls - Play a visible role in shaping how Diligent shows up in the ANZ Risk & Audit market - from customer engagements and events to internal enablement. What You'll Do Own solution sales for Risk & Audit in ANZ - Lead new logo and expansion opportunities for Assurance, ERM, Audit Management, Internal Controls and ACL Analytics across commercial and mid‑market accounts - Own new logo prospecting and territory mapping to identify, prioritise and open net‑new opportunities in ANZ - Take primary accountability for opportunity strategy, value articulation and deal orchestration, in partnership with regional AEs - Build and progress a high‑quality pipeline through targeted outreach, events and account‑based activities focused on Risk & Audit buyers Lead structured, insight‑led discovery - Run SPIN‑style discovery with senior stakeholders (CRO, CAE, CFO, Directors of Risk & Compliance, Heads of Internal Audit and Controls) - Validate current‑state risk, assurance and controls processes, tools and pain points across lines of defence - Expand conversations from tactical issues to quantified business and risk impact, guiding customers to articulate the value of change Design compelling solutions and value roadmaps - Shape solution approaches that connect Assurance, ERM, Audit, Internal Controls and analytics (ACL) to measurable outcomes (coverage, efficiency, quality of insight, regulatory readiness, Board reporting) - Position how Risk & Audit solutions integrate with Diligent Boards and the Diligent One platform to deliver a unified view of risk, controls and assurance - Support RFP/RFI processes, evaluations and proof‑of‑concepts with clear success criteria and value measures Partner across go‑to‑market - Collaborate with Sales leadership and AEs on account planning, territory strategy and deal reviews for Risk & Audit opportunities - Work with Product Management and Product Marketing to represent ANZ market needs, competitive dynamics and customer requirements - Partner with Customer Success and Implementation to ensure smooth handover from sale to deployment, with a clear value realisation plan Elevate internal capability and thought leadership - Coach and enable the broader ANZ sales and BDR teams on Risk & Audit trends, use cases and Diligent's differentiation - Contribute to customer‑facing content, events and executive briefings showcasing best practice in ERM, assurance, audit and internal controls - Champion disciplined selling - from discovery quality (SPIN) to pipeline hygiene, forecasting and deal reviews What We're Looking For Experience & background - 7+ years in one or more of: - Selling risk, audit, assurance, internal controls or GRC SaaS solutions; and/or - Practicing in enterprise risk, internal audit, internal controls, assurance or related governance roles with hands‑on exposure to tools and frameworks - Proven success navigating complex, multi‑stakeholder sales cycles and closing strategic deals in commercial / mid‑market or upper mid‑market segments - Strong track record engaging senior stakeholders across Risk, Audit, Finance, Compliance and the C‑suite - Experience operating in the ANZ market (regulatory context, buying processes, partner ecosystem) Domain skills - Solid understanding of enterprise risk management, internal audit, internal controls / SOX, assurance and analytics (ACL or similar) - Ability to discuss risk and assurance frameworks, regulatory drivers and best practice with credibility - Comfort connecting risk, control and assurance concepts to financial and strategic impact Commercial & core skills - Advanced consultative selling capabilities using structured methodologies (e.g. SPIN) - Excellent questioning, listening, summarising and storytelling skills - especially with executive audiences - Strong business case and value quantification skills; able to tie pain, metrics and required capabilities to ROI - Highly self‑motivated, accountable and comfortable in a "player" role (senior IC) within a fast‑paced growth environment - Collaborative mindset with a track record of working effectively in overlay / specialist models alongside AEs, SEs and CS Why Join Diligent - Opportunity to shape the growth of a high‑potential portfolio (Assurance, ERM, Audit, Internal Controls, ACL) in a strategic region (ANZ) - Work with tier‑one customers and existing Diligent Boards relationships to expand into broader GRC - Join a high‑performing, specialist team with strong domain and commercial talent across APAC - Competitive compensation, incentive structure and benefits, along with genuine opportunities for career progression in a global, scaling SaaS business Diligent is proud to be an equal opportunity employer. We welcome and encourage applicants from all backgrounds and do not discriminate on the basis of race, colour, religion, sex, national origin, ancestry, citizenship, pregnancy, disability, age, military or veteran status, marital or partnership status, gender identity or expression, genetic information, sexual orientation or any other protected characteristic. We are committed to providing reasonable accommodations for candidates with disabilities throughout the recruitment process. If you're excited by the opportunity to own the Risk & Audit growth story in ANZ and help customers modernise their assurance and risk programs, we'd love to hear from you. 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 on LinkedIn and Facebook What Diligent Offers You - Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients - We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few - We have teams all over the world. We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney. - Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding. Diligent created the modern governance movement. 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 people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place. Headquartered in New York, Diligent has offices in Washington D.C., London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney.  To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community. We are a drug free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on 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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Diligent's EEO Policy and Know Your Rights. We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at recruitment@diligent.com. To all recruitment agencies: Diligent does not accept unsolicited agency resumes. Please do not forward resumes to our jobs alias, Diligent employees or any other organization location. Diligent is not responsible for any fees related to unsolicited resumes.

• Actively monitor and respond to security alerts from tools such as SIEM, EDR, CNAP, etc. • Analyze security alerts and document tuning opportunities to reduce false positives. • Support change management responsibilities to reduce security risk/impact to corporate systems and networks. • Contribute to security tooling policies and supporting process enhancement as needed to mature defense controls and facilitate exceptions for BAU operations. • Initiate and coordinate incident response activities. Maintain documentation and reports for compliance purposes. • Configure and run network and endpoint vulnerability scans. Closely collaborate with technical teams to mitigate risks through patching and configuration changes. • Assess and evaluate the suitability of existing and new security tools to bolster the organization’s security posture

Interact with customers to provide and process information in response to inquiries, concerns, and requests about products and services.

Develop and execute on account plans to ensure revenue targets, quota and customer business needs are met and collaborates with key stakeholders to drive integrated joint account wins for mutual business growth.

• Proactively builds and maintains deep knowledge and expertise of Diligent’s products, solutions, strategy and business priorities. • Responsible for prospecting new and existing business within the designated vertical / territory for larger, complex accounts with longer sales cycles. • Adopts a ‘solutions’ selling approach, understanding customer needs and developing solutions through the lens of the Diligent One Platform. • Leverages unique, strategic, industry-focused business insights and opportunities to create long-term, competitive advantage for the customer. • Expands strategic customer relationships to drive larger impact for the customer to promote growth into other areas of the organization. • Proactively gathers feedback on additional needs, products, and features from customers, collaborating with product management and product marketing to drive change on behalf of the customer. • Develops strategic business/account plans for customers that drive business outcomes to generate new business and upsells. Leads and coordinates a cross functional team on plan execution and drives accountability to execute and deliver on account plans. • Effectively manage the end-to-end sales cycle from opportunity to deal close using the Diligent approved sales methodology. • Effectively utilize sales tools to prospect new leads, schedule initial meetings, increase win rates and generate bookings. • Accurately maintain SFDC records, forecast and report out on projected bookings, deals closed etc. on a regular basis. • Demonstrates deep expertise and understanding of the competitor landscape externally, including customers’ business strategy and the direction of the industry.

Position Overview: The Director of Customer Success for SMB/MDO/Scaled CS is a senior leader responsible for driving customer outcomes, regional retention and growth, and the performance of a 30+ person Customer Success team. This role focuses on delivering world-class customer experiences and exceeding metrics for gross and net revenue retention (GRR/NRR), renewals, product adoption, and customer satisfaction. You’ll provide strategic direction, develop operational processes, scale team capabilities, champion AI and automation use internally, and partner cross-functionally to ensure the success of our clients across all segments and geographies within the region. A primary focus of this role is to ensure the team have the right skills and capabilities to effectively communicate and demonstrate Diligent’s value proposition. This also includes partnering with the BUs and GTMR teams on enablement programs, and coaching team members to develop their direct reports as product advocates and experts. This role finds opportunities to continuously improve the way we target and engage clients, including renewal & expansion opportunities, and including leveraging AI and automation. A key focus is building scalable client engagement, retention, risk mitigation processes to proactively address client needs and improve retention. Given the seniority of the role, this person will be a critical participant and leader for global Customer Success initiatives, requiring partnership with global CS and Post-sales teams. Key Responsibilities Customer Outcomes & Strategy Take ownership of all core Customer Success metrics, including Gross Revenue Retention (GRR), Net Revenue Retention (NRR), Client retention, renewals, adoption, usage, and satisfaction across Diligent’s Mission Driven Organization brands (average ACV <$8K). Drive strategies to monitor customer health at scale, proactively mitigate risk, and optimize forecasting and expansion plans, leveraging data-driven insights and AI-powered tools. Develop and manage high-impact engagement strategies tailored for a high volume, low ACV customer base, partnering with Onboarding, Training, Professional Services, Customer Success Associates, and Support teams to help customers progress on their maturity curve. Create and iterate on digital-first engagement and save plays to consistently deliver value and drive business outcomes for a large, diverse set of clients. Operational Leadership Build, scale, and refine post-sale operating models for high velocity, low ACV segments—including use of pooled resources and rapid-response support alongside dedicated named account management. Drive the automation of key customer journeys through digital, tech touch, and AI-enabled processes to deliver efficient, scalable support and engagement. Continuously enhance reporting capabilities to track team and customer outcomes, improve accountability, and refine retention forecasting. Ensure KPIs are set and achieved on a quarterly and monthly cadence . Manage the Customer Success budget with focus on high efficiency and optimized resource allocation for a hybrid team structure. Identify and execute on opportunities to further automate and streamline CS operations using technology and AI. Team Leadership & Development Lead and mentor a hybrid Customer Success team—combining named account CSMs and a pooled CS account management model —to ensure rapid response to evolving customer needs. Foster a culture of performance, curiosity, learning, and collaboration. Champion product mastery across the team to drive stronger product advocacy and client adoption. Define clear role expectations, establish KPIs for each team member, and ensure ongoing accountability through structured performance management. Drive implementation of coaching, career development frameworks, and compensation strategies in alignment with HR, Finance, and global CS leadership. Communic ate tra nsparently and frequently to keep teams motivated, informed, and aligned—celebrating successes and learning from challenges. Strategic Collaboration Partner with Sales, Account Management, and other Post-Sales teams (Onboarding, Training, Professional Services, Support) to shape expansion and renewal strategies and maximize the customer lifecycle value for high volume, low ACV accounts. Collaborate horizontally with product, engineering, enablement, marketing, community, and training teams to influence product roadmaps, scale customer education, and elevate engagement programs. Analyze geographic and market data to identify growth opportunities and optimize go-to-market strategies specifically for Mission Driven Organization brands. Lead strategic visioning and planning as part of annual business cycles, ensuring CS operations are aligned to company priorities. Customer Voice & Advocacy Serve as the regional advocate for the voice of the customer, representing Mission Driven Organization brands in internal forums and strategy sessions. Facilitate and scale customer advocacy programs, including digital reference and peer communities, to strengthen engagement and loyalty. Embed a unified, customer-first mindset and drive alignment on shared KPIs across CS and cross-functional teams. Capture and synthesize ongoing customer feedback using digital and tech touch methods to inform product development and complementary service enhancements. Required Experience/Skills Experience: 5+ years in customer-facing roles within B2B SaaS, 5+ years in a senior CS leadership role (team lead, manager of a CS discipline. Demonstrated success leading post-sales functions (CS, Onboarding, Renewals, Support – or if only one, then CS) in smaller ACV accounts Developed team-level KPIs to drive towards a high-performing team of CS professionals Deep understanding enterprise software/SaaS market Preferred experience within the not-for-profit and public sector including school board administration and local community government Proven track record of meeting or exceeding retention, expansion and client satisfaction targets Location in New York, Washington D.C. or Vancouver is desirable Skills: Develop and execute on CS strategy to drive client retention, satisfaction and product engagement Strong command of CS metrics: NRR, GRR, CSAT, time-to-value, health scores. Strategic thinker with hands-on experience building segmentation and engagement models. Proficient in CS tech and analytics tools (e.g., Gainsight, Salesforce).  Has already leveraged AI and automation to build efficiency, scale and drive better client experiences. Able to operate at both strategic and tactical levels; comfortable with ambiguity. Skilled in executive-level communication, customer engagement, and cross-functional influence. Strong commercial acumen, with fluency in sales and expansion methodologies. Leadership: Experience leading geographically distributed, multi-layered, high performing teams. Experience leading a team of 20+ and managing at least 4 people leaders Track record of hiring A players in all levels of former organizations Expertise in change management, team design, and organizational scaling. Ability to influence internal stakeholders and align teams around customer outcomes. Passionate about developing leaders and reinforcing a high-trust, high-performance culture. Strong understanding of Diligent solution strategy and able to identify and build a team structure that provides optimal support ecosystem across the region Ability to manage and navigate executive level conversations to drive departmental behaviors across all lines of the business. U.S pay range $151,000 — $189,000 USD 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 on LinkedIn and Facebook What Diligent Offers You Creativity is ingrained in our culture. We are innovative collaborators by nature. We thrive in exploring how things can be differently both in our internal processes and to help our clients We care about our people. Diligent offers a flexible work environment, global days of service, comprehensive health benefits, meeting free days, generous time off policy and wellness programs to name a few We have teams all over the world . We may be headquartered in New York City, but we have office hubs in Washington D.C., Vancouver, London, Galway, Budapest, Munich, Bengaluru, Singapore, and Sydney. Diversity is important to us. Growing, maintaining and promoting a diverse team is a top priority for us. We foster and encourage diversity through our Employee Resource Groups and provide access to resources and education to support the education of our team, facilitate dialogue, and foster understanding. Diligent created the modern governance movement. 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 people who not only want to help build the software company of the future, but who want to make the world a more sustainable, equitable and better place. Headquartered in New York, Diligent has offices in Washington D.C.,  London, Galway, Budapest, Vancouver, Bengaluru, Munich, Singapore and Sydney.   To foster strong collaboration and connection, this role will follow a hybrid work model. If you are within a commuting distance to one of our Diligent office locations, you will be expected to work onsite at least 50% of the time. We believe that in-person engagement helps drive innovation, teamwork, and a strong sense of community. We are a drug free workplace. Diligent is proud to be an equal opportunity employer. We do not discriminate based on 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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Diligent's EEO Policy and Know Your Rights. We are committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at recruitment@diligent.com.