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Who we are
We're a leading, global security authority that's disrupting our own category. Our encryption is trusted by the major ecommerce brands, the world's largest companies, the major cloud providers, entire country financial systems, entire internets of things and even down to the little things like surgically embedded pacemakers. We help companies put trust - an abstract idea - to work. That's digital trust for the real world.
Job summary
The Sales Development Representative – Existing Accounts plays a critical role in growing revenue within our installed customer base. This role is dedicated to identifying cross-sell, upsell, and expansion opportunities across existing accounts by proactively engaging customers, understanding their evolving needs, and positioning additional DigiCert solutions that drive value.
This role partners closely with Account Managers and Customer Success to execute a coordinated expansion strategy, ensuring we deepen relationships, increase product adoption, and maximize customer lifetime value.
This is a fixed-term contract position.
What you will do
Cross-Sell & Expansion Pipeline Generation
- Proactively engage existing customers to identify cross-sell and upsell opportunities.
- Conduct discovery calls to understand customer challenges, product usage, and unmet needs.
- Map customer needs to DigiCert solutions to generate high-quality expansion opportunities.
- Build and maintain a strong pipeline focused on incremental ACV.
Customer Relationship Development
- Serve as an early touchpoint to strengthen engagement within assigned accounts.
- Educate customers on additional products, capabilities, and best practices.
- Maintain regular, value-added communication to increase awareness and adoption.
Collaboration with Account Managers & Customer Success
- Work closely with AMs to coordinate account strategy and prioritize high-value accounts.
- Share insights, usage trends, and opportunity signals to support account planning.
- Assist in prequalification and handoff of opportunities to ensure smooth transitions.
Operational Excellence
- Maintain accurate logging of activities, discovery notes, and opportunity creation in CRM.
- Deliver weekly reporting on pipeline creation, SAOs, and outreach performance.
- Follow established sales playbooks and contribute to improving cross-sell motion effectiveness.
Key Performance Indicators (KPIs)
- Monthly SAOs created: Target aligned to expansion objectives
- Qualified Meetings (QMs): Volume and conversion from outreach
- Account penetration: Increase in product usage namely Valimail DMARC products
- Contribution to retention and growth metrics (in partnership with AMs)
What you will have
- 1+ years of SDR, BDR, inside sales, or customer-facing experience preferred
- Strong communication and discovery skills
- Ability to build rapport quickly with existing customers
- Curious, proactive, and comfortable conducting needs-based conversations
- Ability to manage high activity levels in a structured, organized way
- Familiarity with CRM systems (Salesforce preferred)
- Experience in cybersecurity or SaaS is an advantage, but not required
- Customer-centric mindset
- Strong listening and problem-identification skills
- Ability to simplify complex concepts and articulate value
- Persistent, resilient, and motivated by targets
- High coachability and eagerness to learn
- Team-first mindset in partnering with AMs and CSMs
Benefits
- Uncapped Commission
- Achievers club awards & Incentives
- Provident Fund
- Medical Aid + Gap Cover
- Employee Assistance Program
- Education Support Program
- Gym Reimbursement
- Life Insurance
- Disability Insurance
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