Job description
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
Position Overview
The Senior Sales Manager, (FRABELUX) will be responsible for scaling Diligent’s commercial presence across the region by leading, developing, and executing through a team of Account Directors covering all customer segments (SMB, Mid-Market, and Enterprise). Reporting to the Senior Director, Sales, this role owns regional performance, execution, and talent development, with a strong focus on land-and-expand motions, forecast accuracy, and predictable revenue growth. This is a coach-only leadership role with no individual contributor quota.
Based ideally in Paris, this leader will spend significant time in the field with the team, engaging directly with prospects, customers, and partners, and representing Diligent at regional events.
Key Responsibilities
Own the FRABELUX regional number with accountability for forecast accuracy, pipeline health, and execution rigor.
Drive a land-and-expand sales motion, maximizing new logo acquisition and expansion within existing accounts.
Adapt sales execution to the nuances of each market:
France: SMB, Mid-Market, and Enterprise
Belgium: SMB and Mid-Market
Luxembourg: highly relationship-driven, PE-focused ecosystem
Operate as a coach-first leader, focused on developing high-performing sellers rather than carrying a personal book of business.
Lead rigorous deal inspection, pipeline reviews, and forecast calls, ensuring consistent execution discipline.
Hire, onboard, and develop Account Directors capable of succeeding in a complex, multi-market region.
Build a high-accountability, high-energy sales culture that balances structure with autonomy.
Establish clear operating rhythms for prospecting, pipeline generation, deal progression, and partner collaboration.
Drive revenue through direct and partner-led motions, collaborating effectively with regional partners.
Represent Diligent externally by attending and speaking at local events, customer forums, and partner meetings.
Act as a trusted regional leader, strengthening Diligent’s brand and presence across FRABELUX
Required Experience & Skills
10+ years of sales experience, including leadership roles across Mid-Market and Enterprise segments.
3–5+ years of people management experience, leading and scaling high-performing sales teams.
Strong experience selling through or collaborating with partners.
Proven ability to drive forecast accuracy, pipeline discipline, and predictable revenue growth.
Deep understanding of recurring revenue / SaaS business models and value-based selling.
Ability to lead through influence, coaching, and execution discipline, not micromanagement.
Comfortable operating across different market dynamics and cultures within the FRABELUX region.
Fluency in French and English.
Based in Paris (preferred), with regular travel across France, Belgium, and Luxembourg.
Willing and able to represent Diligent publicly with customers, partners, and at regional events.
GRC experience is a plus, or a strong background in complex B2B SaaS sales leadership (e.g. comparable enterprise SaaS environments).
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 [email protected].
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.
