Sales Development Representative (AMS) - Fixed Term Contract

Cape Town1w ago

About the role

<div class="content-intro">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 <a href="http://www.digicert.com/">www.digicert.com</a></div>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 <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Proactively engage existing customers to identify cross-sell and upsell opportunities</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Conduct discovery calls to understand customer challenges, product usage, and unmet needs</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Map customer needs to DigiCert solutions to generate high-quality expansion opportunities</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Build and maintain a strong pipeline focused on incremental ACV</li> </ul> Customer Relationship Development <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Serve as an early touchpoint to strengthen engagement within assigned accounts</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Educate customers on additional products, capabilities, and best practices</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Maintain regular, value-added communication to increase awareness and adoption</li> </ul> Collaboration with Account Managers & Customer Success <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Work closely with AMs to coordinate account strategy and prioritize high-value accounts</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Share insights, usage trends, and opportunity signals to support account planning</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Assist in prequalification and handoff of opportunities to ensure smooth transitions</li> </ul> Operational Excellence <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Maintain accurate logging of activities, discovery notes, and opportunity creation in CRM.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Deliver weekly reporting on pipeline creation, SAOs, and outreach performance.</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Follow established sales playbooks and contribute to improving cross-sell motion effectiveness.</li> </ul> Key Performance Indicators (KPIs) <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Monthly SAOs created: Target aligned to expansion objectives</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Qualified Meetings (QMs): Volume and conversion from outreach</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Account penetration: Increase in product usage namely Valimail DMARC products +VMC</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Contribution to retention and growth metrics (in partnership with AMs)</li> </ul>   What you will have <ul> <li>1+ years of SDR, BDR, inside sales, or customer-facing experience</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Additional languages such as Spanish or French or German would be beneficial </li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Strong communication and discovery skills</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Ability to build rapport quickly with existing customers</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Curious, proactive, and comfortable conducting needs-based conversations</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Ability to manage high activity levels in a structured, organized way</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Familiarity with CRM systems (Salesforce preferred)</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Experience in cybersecurity or SaaS is an advantage, but not required</li> </ul> Key Attributes <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Customer-centric mindset</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Strong listening and problem-identification skills</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Ability to simplify complex concepts and articulate value</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Persistent, resilient, and motivated by targets</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">High coachability and eagerness to learn</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Team-first mindset in partnering with AMs and CSMs</li> </ul>   Benefits <ul> <li>Competitive compensation and comprehensive benefits package  </li> <li>Generous paid time off, including holidays and additional leave options  </li> <li>Family-friendly leave policies, including maternity, paternity, and other supportive leave programs  </li> <li>Health and wellness support, including medical cover (where applicable), gym reimbursements, and mental well-being resources  </li> <li>Pension, life insurance, and income protection benefits (location dependent)  </li> <li>Employee Assistance Program with 24/7 confidential support for employees and their families  </li> <li>Education assistance and professional development opportunities  </li> <li>Access to LinkedIn Learning and continuous learning resources  </li> <li>Employee referral bonus program and additional company perks and discounts  </li> <li>Internal rewards and recognition platform (Motivosity) to celebrate and acknowledge project wins, milestone achievements, and the outstanding contributions of our colleagues </li> <li>Business travel insurance and global employee support programs </li> </ul>   #LI-GA1   __PRESENT __PRESENT __PRESENT

Perks & benefits

Paid Time Off
Free Gym Membership

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