Account Executive, Cross Sell

Valimail

4h • $90,000 - $100,000 • Remote

About The Position

Valimail is seeking an Account Executive, Cross Sale to support a strategic revenue growth initiative selling ValiMail DMARC solutions into DigiCert’s existing customer base. This role is part of a dedicated cross-sell team and reports to the Sales Manager, Cross Sale. Unlike traditional net-new logo roles, this position is focused on account expansion and value- based selling into warm, existing customer relationships. Prospecting and initial outreach are handled by a dedicated SDR team, allowing Account Executives to focus on discovery, solution positioning, and closing.
This role supports a dual-motion sales environment, managing both:
• High-velocity SMB and mid-market transactions
• More complex enterprise sales cycles with multiple stakeholders

Requirements

• 2–4+ years of closing experience in B2B SaaS sales
• Experience selling into existing customer accounts, including upsell, cross-sell, or expansion motions
• Comfortable managing both transactional and more consultative sales cycles
• Strong discovery and qualification skills with the ability to align technical solutions to business outcomes
• Ability to communicate technical concepts clearly to IT, security, and business stakeholders
• Highly organized with strong CRM discipline and attention to detail
• Coachable, process-oriented, and receptive to structured sales motions and feedback
• Comfortable working in a fast-paced, high-velocity environment with defined playbooks

Nice To Haves

• Experience selling cybersecurity, email security, SaaS, or enterprise software solutions
• Familiarity with DMARC, SPF, DKIM, or adjacent email / identity security concepts
• Experience selling into IT, Security, or Infrastructure teams
• Exposure to formal sales methodologies such as MEDDIC, Challenger, Command of the Message, or similar
• Experience using common sales tools such as Salesforce, Outreach, Salesloft, Gong, ZoomInfo, or equivalent

Responsibilities

• Own the sales process from qualified opportunity to close for ValiMail solutions within DigiCert customer accounts
• Engage with inbound and SDR-qualified opportunities rather than cold outbound prospecting
• Conduct discovery to understand customer email infrastructure, security posture, and DMARC maturity
• Position Valimail’s value proposition as a natural extension of customers’ existing DigiCert investment
• Manage a high-volume pipeline while also navigating longer, more complex enterprise deal cycles
• Collaborate closely with SDRs to ensure clean handoffs, strong opportunity qualification, and consistent follow-up
• Partner cross-functionally with Customer Success, Product, Marketing, and Sales Operations to deliver a seamless customer experience
• Maintain accurate and up-to-date pipeline, forecasts, and activity tracking in Salesforce
• Participate in enablement sessions, playbook execution, and ongoing process refinement for the cross-sell motion
• Occasionally support joint customer calls or initiatives with DigiCert stakeholders

Benefits

• Competitive pay - the expected base compensation for this role is $90,000 - $100,000 USD and includes a variable component of $90,000 - $100,000 USD
• Comprehensive health, dental, + vision coverage
• Remote First Company, you can work anywhere within the US
• Unlimited and flexible PTO. We believe balanced, happy, relaxed people do better work

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 101-250 employees