Sales Team Lead

Position Summary  The Partner Growth Sales Manager is responsible for managing and growing Diligent's portfolio of Growth reseller, referral, and advisory partners that do not require dedicated strategic alliance management. This role is accountable for maintaining partner-generated revenue, increasing cross-sell and upsell opportunities, and ensuring partners remain engaged, informed, and enabled on Diligent's solutions and go-to-market priorities.  The role serves as the primary relationship owner for a high-volume portfolio of partners, driving scalable partner success while ensuring assigned partners remain current with partner program requirements, certifications, and implementation readiness necessary to participate in Diligent's implementation and subcontracting ecosystem.    Key Responsibilities  Partner Relationship Management  * Serve as the primary business contact for a portfolio of reseller, referral, and advisory partners.  * Maintain regular communication through business reviews, webinars, newsletters, and virtual meetings.  * Ensure partners understand Diligent's strategy, product roadmap, and go-to-market priorities.  * Act as the primary escalation point for partner questions and commercial support.  Revenue Growth & Pipeline Development  * Own revenue performance across the assigned partner portfolio.  * Identify opportunities to expand existing partner business through:  * Cross-selling additional Diligent solutions  * Upselling enterprise capabilities  * Renewals expansion and customer growth  * Drive partner pipeline creation through enablement initiatives and partner campaigns.  * Work with Sales to support partner-led opportunities requiring direct sales engagement.  Partner Enablement  * Ensure partners remain knowledgeable on Diligent products, positioning, and solution updates.  * Coordinate product education, sales enablement, and go-to-market messaging with internal teams.  * Promote partner participation in webinars, enablement sessions, and product launches.  * Increase partner self-sufficiency through scalable education and communication programs.  Partner Program Compliance & Implementation Readiness  * Ensure assigned partners remain current with Partner Program requirements necessary to maintain good standing within the Diligent ecosystem.  * Monitor partner completion of required implementation certifications, product training, and recertification requirements, coordinating with the Partner Program team as needed.  * Proactively engage partners whose certifications or program requirements are nearing expiration to maintain eligibility for implementation and subcontracting opportunities.  * Communicate new product releases, implementation updates, and enablement resources that support implementation readiness.  * Work with the Professional Services and Partner Program teams to ensure partners understand Diligent implementation standards and maintain the qualifications required to participate in subcontracted delivery engagements.  * Maintain accurate records of partner certifications, capabilities, and program status, escalating compliance risks when appropriate.  Cross-Functional Collaboration  * Partner closely with Sales, Customer Success, Marketing, Professional Services, Partner Programs, and Product teams to support partner success.  * Ensure smooth engagement between partners and internal teams while reinforcing Diligent's partner engagement model.  * Advocate for partner needs while maintaining alignment with company policies and program governance.  Performance Management  * Track partner revenue, pipeline, certifications, and engagement metrics.  * Maintain CRM and PRM data accuracy.  * Identify inactive partners and execute reactivation plans.  * Recommend partners for increased investment or program changes based on performance and engagement.  Qualifications  * 5+ years of channel sales, partner management, alliances, or indirect sales experience.  * Previous experience in GRC or audit preferred.  * Experience working with reseller, referral, advisory, or channel partner ecosystems.  * Strong understanding of SaaS partner sales motions and indirect go-to-market models.  * Excellent relationship management, communication, and organizational skills.  * Ability to manage a high volume of partners through scalable engagement models.  * Experience with Salesforce, PRM platforms, partner enablement tools, and certification tracking is preferred.  Key Success Metrics  * Partner-generated revenue growth  * Partner-sourced and partner-influenced pipeline  * Cross-sell and upsell revenue through assigned partners  * Partner renewal retention and expansion  * Partner engagement and enablement participation  * Percentage of assigned partners maintaining required certifications and program compliance  * Percentage of implementation-qualified partners eligible for subcontracting opportunities  * Accuracy of partner data and certification records  * Overall partner satisfaction and responsiveness        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 [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.   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 [https://www.diligent.com/company/eeo-policy/] and 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 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 [recruitment@diligent.com]. 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. 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.

Who we are: Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks. Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector. Visit gomotive.com [http://gomotive.com] to learn more. ABOUT THE ROLE: The Director of New Markets at Motive leads the strategy, launch, execution, reporting, and scale of Motive's presence across Mexico, the United Kingdom, and Canada — and drives the evaluation and expansion into the next wave of international markets, including LATAM, the EU, and beyond. This role owns the go-to-market roadmap for these markets end-to-end: from opportunity sizing and entry strategy through localized demand generation, sales enablement, and long-term growth. The Director operates as both strategic owner and hands-on leader, building the team, partnerships, and playbooks needed to establish Motive as a category leader in each region. This individual sets the vision for new market expansion and is accountable for commercial outcomes, not just program execution. Success requires a true startup mentality — comfort with ambiguity, a bias toward action, and a willingness to get their hands dirty. This is a builder's role: one day you're presenting expansion strategy to the executive team, the next you're on the ground running discovery calls, drafting localized collateral, or standing up an in-market process from scratch because no one has built it yet. There is no existing playbook to inherit; the Director writes it. The role requires strong executive presence, the ability to build and lead cross-functional and in-market teams, and the judgment to make high-stakes prioritization calls across distinct regulatory, cultural, and competitive environments — often with incomplete information and limited local infrastructure. WHAT YOU'LL DO: * Own the go-to-market strategy and P&L-adjacent growth targets for Motive's expansion across Mexico, the UK, and Canada * Define market entry and scaling plans for each region, including prioritization, sequencing, localization requirements, and investment cases presented to executive leadership. Act as the glue across the Marketing team, aligning demand gen, product marketing, brand, and ops behind a single regional roadmap. * Build, lead, and develop a small team of regional marketers and/or agency partners to execute campaigns, events, and demand generation programs tailored to each market * Set the operating cadence and strategic direction for Field Marketing, Sales, Partnerships, Demand Generation, Communications, and Product Marketing as they localize and activate programs in-region * Lead market research and competitive analysis to identify whitespace, regulatory considerations, buyer behavior, and regional needs that shape strategy * Establish and manage strategic partnerships (channel, technology, and regional partners) that accelerate credibility and pipeline in each market * Partner directly with regional and global Sales and Marketing leadership to build and drive pipeline coverage models, account targeting, and territory strategy * Own messaging and positioning adaptation for each market, ensuring brand consistency while addressing local buyer needs, language, and competitive dynamics * Define success metrics and reporting frameworks for market maturity, pipeline contribution, and ROI in partnership with Rev Ops and Marketing Ops; present results and recommendations to executive stakeholders. * Run structured test-and-learn programs across markets, using data to decide where to double down, pivot, or exit * Manage budget allocation across markets and vendors, ensuring efficient use of investment against growth targets * Build repeatable, scalable playbooks for market entry, corporate announcements, product announcements, and marketing and sales growth strategies that can be applied to future geographic expansion beyond Mexico, the UK, and Canada * Represent new markets strategy in leadership and board-level discussions and presentations as needed WHAT WE'RE LOOKING FOR: * 10+ years of experience in B2B marketing, with significant experience in international, regional, or new market leadership roles * 3+ years of experience directly managing people and/or leading cross-functional or matrixed teams * Proven track record of building and scaling go-to-market strategy in international markets, ideally including experience in LATAM, the EU/UK, Canada, or comparable regions * Demonstrated experience translating market strategy into measurable commercial outcomes (pipeline, revenue, market share) * Experience partnering with senior Sales, Marketing, and executive leadership to align marketing strategy with revenue goals * Strong command of budget management, vendor negotiation, and resource prioritization across multiple markets * Excellent executive communication and presentation skills, with experience presenting to senior leadership  * Energized by ambiguity, comfortable shifting between competing regional priorities, and quick to adapt as the business evolves. Builds where nothing exists rather than waiting for direction. * Ability to travel internationally quarterly and as needed to support in-market execution and relationship-building * Bachelor’s degree required; MBA or equivalent advanced experience preferred PREFERRED QUALIFICATIONS * Direct experience launching or scaling a company’s presence in LATAM, the EU/UK, and/or Canada * Fluency or working proficiency in Spanish, in addition to English * Experience in B2B enterprise tech, SaaS, technology; logistics, fleet, or related industrial sectors a nice to have but not mandatory  * Experience with account-based marketing and sales-led go-to-market motions at scale * Background in management consulting, corporate strategy, or international expansion functions * Experience establishing regulatory, compliance, or localization requirements for new-market launches Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.  Please review our Candidate Privacy Notice here [https://drive.google.com/file/d/1X9AbvQHki8zZCyjDjip1g0NtdZHcykJc/view?usp=drive_link]. UK Candidate Privacy Notice here [https://drive.google.com/file/d/1nqdWTJ7WJJikhj1Yhlo4jxDRA_6yXZbd/view]. The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.  All job postings are for existing vacancies. Please note; some interviews or new-hire training sessions may be held in person at one of our global offices.