Senior Manager, Sales

Senior Manager, Sales role at Diligent

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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.

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We are seeking a Senior Sales Manager to lead and scale our DACH Large Enterprise sales motion, playing a critical role in driving new customer acquisition and expansion across strategic accounts. Reporting directly to the Senior Director of Sales, this role will own the performance, development, and execution of a team of Account Executives focused on complex, multi‑stakeholder enterprise deals.

Diligent is experiencing strong growth across the region, and this role sits at the centre of our enterprise go‑to‑market strategy. You will be responsible for establishing disciplined operating rhythms across prospecting, pipeline creation, deal execution, and forecasting, while building a culture of accountability, coaching excellence, and predictable revenue delivery. This is a coach‑first leadership role, designed for a sales leader who thrives on developing enterprise sellers and driving execution at scale.

• Develop and execute a DACH‑focused go‑to‑market strategy, tailored to the Large Enterprise landscape and strategic account ecosystem.
• Lead, coach, and develop a team of Account Executives focused on enterprise acquisition and expansion, without carrying an individual contributor book of business.
• Own the team quota, driving pipeline health, forecast accuracy, and consistent revenue outcomes across complex deal cycles.
• Drive disciplined deal execution, implementing and enforcing MEDDPICC, Challenger, or similar qualification and deal management frameworks.
• Run rigorous operating rhythms, including pipeline reviews, deal inspections, and forecast calls that surface risks, opportunities, and clear next actions.
• Partner cross‑functionally with Marketing, SDR/BDR, Customer Success, and Professional Services to orchestrate account‑based motions and ensure seamless enterprise onboarding.
• Build strong relationships with senior decision‑makers and influencers across DACH enterprise accounts, industry associations, and partner networks.
• Ensure enterprise‑grade CRM discipline, including deal hygiene, pipeline governance, and reporting standards aligned to complex sales environments.
• Represent Diligent externally at industry events, executive round tables, and partner forums, strengthening our presence in the DACH market.

• 7–10 years of experience leading enterprise sales teams, ideally within a SaaS or software environment.
• Proven success managing large, complex, multi‑stakeholder deal cycles in the DACH market.
• Deep understanding of DACH enterprise buying processes, procurement norms, and compliance expectations, including relevant local regulatory frameworks.
• Experience building and executing account‑based go‑to‑market strategies.
• Strong command of forecasting, pipeline management, and CRM governance.
• Native‑level German and strong business‑level English communication skills.
• A strategic, forward‑thinking mindset paired with a hands‑on, coaching‑oriented…