Job Description

Who we are

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

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 (with a focus on Valimail/DMARC and VMC) 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.

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 +VMC

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

Key Attributes

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 Provident Fund Medical Aid + Gap Cover Employee Assistance Program Education Support Program Gym Reimbursement Life Insurance Disability Insurance




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