Sales Development Representative, Americas (FTC) Job at DigiCert, Inc.

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