Account Executive

DigiCert • Lehi, UT

6h • Remote

About The Position

DigiCert is a global leader in intelligent trust, helping organizations protect the digital interactions people rely on every day. From websites and cloud services to connected devices and critical systems, we make sure digital experiences are secure, private, and authentic. Our AI-powered DigiCert ONE platform brings together certificates, DNS, and lifecycle management to help organizations stay ahead of risk as technology and threats evolve. Trusted by more than 100,000 organizations—including 90% of the Fortune 500—DigiCert helps businesses operate with confidence today while preparing for what’s next, including a quantum-safe future. Job summary 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 compensation with base salary and commission
• Participation in employee stock option plan
• Comprehensive health, dental, and vision coverage
• Six weeks of paid parental leave for all parents, plus an additional six weeks for birth parents
• Fully remote, US-based role
• Unlimited and flexible PTO
• Opportunity to be part of a new, highly visible revenue motion with meaningful growth potential

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed