Service Sales Manager, Risk & Audit

### **Here’s a summary of the role:** Diligent is seeking **a Service Sales Manager (Risk & Audit)** to join our Professional Services department. The Services Sales team works closely with Sales to ensure the appropriate professional services are included in Diligent software deals. The team is responsible for scoping, pricing, and structuring professional services across our governance, risk, and compliance software business, supporting both customer success and commercial outcomes. As a **Services Sales Manager**, you will be embedded in one of Diligent’s business units—**Risk & Audit,** Compliance & Entities, or Boards / Governance—and own commercial scoping for implementation services. You will work closely with Account Executives, business unit leadership, implementation teams, and prospective clients to scope services, develop pricing estimates, and prepare Statements of Work for deals. You will also lead services scoping discussions with clients during the later stages of the sales cycle and help them understand the implementation approach and expected outcomes. This is a **senior individual contributor role**, suited to someone with professional services delivery experience, particularly in the GRC software space, such as a senior implementation consultant or project manager moving into a commercial role. This role operates on a hybrid model, with 50% office-based work required. This role is open to candidates based in London. Regrettably we are unable to provide visa sponsorship, so you must be eligible to work in the UK. ### **Here’s a breakdown of what you’ll do (not all of it, just the important stuff):** - **Statement of Work Authorship:** Author Statements of Work for implementation services attached to your business unit’s software deals. Ensure scope, pricing, deliverables, assumptions, and success criteria are clear and defensible - **Pricing Estimates:**Build pricing estimates for prospects and existing clients — t-shirt sizing early in sales conversations, detailed scoping as deals progress to close - **Account Executive Partnership:**Partner daily with the business unit’s Account Executives on deal pursuit: join discovery calls, contribute to deal strategy, sign off on services-related deal terms before commercial close - **Late-Stage Client Conversations:**Own the services conversation with prospects in the later stages of the sales cycle: lead the services scoping calls, present implementation approach, address client concerns about timing, change management, and adoption risk - **Services Plan Leadership:**Lead the success plan conversation with new clients — what their first six months and twelve months look like, what milestones matter, what they need to invest beyond initial implementation - **SOW Repository Maintenance:**Maintain the Statement of Work repository for your business unit: keep templates current, log patterns, surface non-standard scope requests for management review. - **Pricing Benchmark Refresh:**Refresh pricing benchmarks and scoping rubrics for your business unit quarterly, partnering with the manager and the function’s pricing leads - **Deal-Flow Pattern Surfacing:**Surface deal-flow patterns to business unit leadership and Sales leadership: which solutions are selling, which scoping approaches close faster, where pricing is leaking, where the services attach motion needs investment - **Account Executive Coaching:**Coach Account Executives on services attach: help them understand what good scoping looks like, where the deal economics support investment in services, when to bring you in early - **Edge Case Adjudication:**Adjudicate edge cases — non-standard scope requests, multi-product engagements that cross business unit lines, regulated-segment implementations — and escalate to the manager when scope or pricing falls outside published rubrics ### **These are the essentials you’ll need to get an interview:** - At least 1 year of experience working in Audit or Risk Management - Experience with SaaS technology in a commercial environment - Some experience in pre-sales within a SaaS environment - Experience working with external clients - Experience preparing Statements of Work, scoping documentation and pricing rationales, with the ability to communicate these clearly and accurately to executive-level audiences, both internally and with clients - Fluency in written and spoken English ### **Behavioural Skills:** - Work independently and autonomously, taking ownership of responsibilities and outcomes - Build and maintain effective stakeholder relationships across internal teams and external clients - Build trust through clear, professional and consistent communication - Communicate confidently with prospective clients, including presenting and discussing proposed solutions - Provide guidance to Account Executives where proposed scope may need to be refined or better aligned with client requirements - Advise business unit leadership on services strategy and related opportunities ### **It would be great if you had these to, but we’ll support you if you don’t:** - Experience using Salesforce - Experience working within a GRC (Governance, Risk and Compliance) environment - Hands-on experience scoping and pricing enterprise SaaS implementations, including discovery, complexity assessment, application of pricing frameworks, and presenting recommendations to commercial decision-makers - Experience using modern AI tools to support scoping and delivery, including prompt engineering and structured approaches that improve the effectiveness of AI-assisted tools over time. Demonstrated experience of building or delivering something using modern AI tooling, rather than solely using AI as an end consumer - Bachelor’s degree or equivalent professional experience **#LI-SK2** **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 or follow us on [LinkedIn](https://www.linkedin.com/company/diligent-board-member-services/mycompany/verification/) and [Facebook](https://www.facebook.com/DiligentCorporation/) **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. 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](https://www.diligent.com/company/eeo-policy) and [US EEOC](https://www.diligent.com/-/media/project/diligent/master/eeo-is-the-law-poster-eeocselfprintposter-and-ofccp-supplement-from-20170719.pdf?rev=96fafda8-f51d-44b6-a380-9af42898f526&hash=614AE342F4AB51A091EA3E15F84F7E49)[’](https://www.diligent.com/-/media/project/diligent/master/eeo-is-the-law-poster-eeocselfprintposter-and-ofccp-supplement-from-20170719.pdf?rev=96fafda8-f51d-44b6-a380-9af42898f526&hash=614AE342F4AB51A091EA3E15F84F7E49)[s Know Your Rights](https://www.diligent.com/-/media/project/diligent/master/eeo-is-the-law-poster-eeocselfprintposter-and-ofccp-supplement-from-20170719.pdf?rev=96fafda8-f51d-44b6-a380-9af42898f526&hash=614AE342F4AB51A091EA3E15F84F7E49). We are a drug free workplace. 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 . To support a fair and consistent hiring process, we use AI and digital automated tools to assist our recruitment team in organizing candidate data, surfacing relevant applications, coordinating interview scheduling and summarizing interview notes. All final screening, evaluation, and hiring decisions are made by humans on our team. To learn more about how we collect, protect, and process your information, please review our [Candidate Privacy Policy](https://www.diligent.com/legal/candidate-privacy). At Diligent, we recognize the value of a diverse global workforce. Visa sponsorship may be available for select positions based on business needs and specific role requirements. Sponsorship decisions are evaluated on a case-by-case basis, and eligibility should not be assumed for all opportunities. **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