Sales Development Representative (AMS) - Fixed Term Contract
Who we are
DigiCert is a global leader in intelligent trust. We protect the digital world by ensuring the security, privacy, and authenticity of every interaction. Our AI-powered DigiCert ONE platform unifies PKI, DNS, and certificate lifecycle management, to secure infrastructure, software, devices, messages, AI content and agents. Learn why more than 100,000 organizations, including 90% of the Fortune 500, choose DigiCert to stop today’s threats and prepare for a quantum-safe future at www.digicert.com
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 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 +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
Additional languages such as Spanish or French or German would be beneficial
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
Competitive compensation and comprehensive benefits package
Generous paid time off, including holidays and additional leave options
Family-friendly leave policies, including maternity, paternity, and other supportive leave programs
Health and wellness support, including medical cover (where applicable), gym reimbursements, and mental well-being resources
Pension, life insurance, and income protection benefits (location dependent)
Employee Assistance Program with 24/7 confidential support for employees and their families
Education assistance and professional development opportunities
Access to LinkedIn Learning and continuous learning resources
Employee referral bonus program and additional company perks and discounts
Internal rewards and recognition platform ( Motivosity ) to celebrate and acknowledge project wins, milestone achievements, and the outstanding contributions of our colleagues
Business travel insurance and global employee support programs
To protect candidate information and maintain a secure hiring process, all applications must be submitted through our careers portal. Resumes or CVs sent directly via email will not be reviewed or considered.
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