Account Executive

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

What you will do

• 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

What you will have

• 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 have

• 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

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

DigiCert is an Equal Opportunity employer and is committed to diversity in its workforce. In compliance with applicable federal and state laws, DigiCert prohibits discrimination on the basis of race or ethnicity, religion, color, national origin, sex, age, sexual orientation, gender identity/expression, veteran’s status, status as a qualified person with a disability, or genetic information. Individuals from historically underrepresented groups, such as minorities, women, qualified person with disabilities, and protected veterans are strongly encouraged to apply.

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