• Own the full enterprise sales cycle from prospecting through close and expansion • Build and manage a pipeline of large health system opportunities • Develop relationships across clinical, operational, and executive stakeholders • Lead discovery tied to business outcomes (quality, staffing, efficiency, risk) • Run structured deal processes (MEDDICC preferred) • Drive deals forward with clear next steps, mutual action plans, and compelling events • Navigate complex procurement, IT, and implementation processes • Maintain accurate pipeline visibility and deal progression within CRM (HubSpot) • Partner with Customer Success to expand accounts post-sale • Contribute to refining sales strategy as we scale

• Drive new business and expand our presence among mid-sized government organizations across NSW. • Report to the Regional Director of Sales (State Government). • Generate pipeline, manage full sales cycles, and articulate value of security solutions to technical and business stakeholders. • Work alongside a team of Wizards focusing on customers' business needs. • Build effective working relationships with Solutions Engineering, Customer Success, Product, Marketing, Delivery, and Executive teams.

• 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.

• collaborate with a diverse global team • harness engineering excellence to co-create meaningful solutions • contribute to new possibilities and drive innovation for a better future