GuidePoint Security provides trusted cybersecurity expertise, solutions and services that help organizations make better decisions and minimize risk. By taking a three-tiered, holistic approach for evaluating security posture and ecosystems, GuidePoint enables some of the nation’s top organizations, such as Fortune 500 companies and U.S. government agencies, to identify threats, optimize resources and integrate best-fit solutions that mitigate risk. The ideal Account Executive will pro-actively network, cold call, and sell to multiple contacts within an organization, including "C" levels. This person will manage and develop relationships with customers and provide a consultative sales approach that delivers the highest level of account management services. The Account Executive should share the goals and concerns of the client and understand the technology partner and products available to meet their goals and solve their challenges. This position is virtual/remote with regional travel required. Role and Responsibilities: - Consistently meet sales and profitability goals. - Position, configure and quote product and service solutions to clients. - Participate in industry organizations such as ISSA, ISACA, OWASP etc. - Manage leads and opportunities through the companies Salesforce and other CRM tools. - Accurately and consistently report sales forecasts and opportunity funnels - Participate in creation, editing and closure of services proposals. - Work with GuidePoint Security vendors to understand and position their technologies, understand and articulate their value proposition to clients. - Participate in field marketing to generate interest and provide information to the client prospect community to include driving attendance to such events and activities - Represent GuidePoint Consultants to clients and be able to articulate our areas of expertise - Set proper expectations and maintain open communication with clients and vendors through the lifecycle of the sales process. - Effectively leverage supporting resources in the sales process with the spirit of teamwork and cooperation. - Professionally develop and present sales presentations to large groups and executive level clients. Position Requirements: - Minimum 5 years outside sales experience in the IT space required (preference for experience in Information Security) - Current enterprise security space experience preferred - Strong, established relationships with key accounts in the territory required - Requires experience with Salesforce.com - Strong group presentation skills a must - Verifiable history of exceeding sales goals and generating leads - Demonstrated ability of lead generation and opening new accounts - Experience selling professional services, security audits and assessments a plus - Bachelors degree preferred - Network security vendor related certifications strongly preferred We use Greenhouse Software as our applicant tracking system and Zoom Scheduler for HR screen request scheduling. At times, your email may block our communication with you. Please be sure to check your SPAM folder so that you don't miss updates on your application. Why GuidePoint? GuidePoint Security is a rapidly growing, profitable, privately-held value added reseller that focuses exclusively on Information Security. Since its inception in 2011, GuidePoint has grown to over 1,200 employees, established strategic partnerships with leading security vendors, and serves as a trusted advisor to more than 6,200 customers. Firmly-defined core values drive all aspects of the business, which have been paramount to the company’s success and establishment of an enjoyable workplace atmosphere. At GuidePoint, your colleagues are knowledgeable, skilled, and experienced and will seek to collaborate and provide mentorship and guidance at every opportunity. This is a unique and rare opportunity to grow your career along with one of the fastest growing companies in the nation. Some added perks…. - Remote workforce primarily (U.S. based only, some travel may be required for certain positions, working on-site may be required for Federal positions) - Group Medical Insurance options: Zero Deductible PPO Plan (GuidePoint pays 90% of the premium for employees and 70% for family plans (spouse/children/family) or High Deductible Health Plan with HSA (GuidePoint pays 100% of the employees premiums and 75% for family plans (spouse/children/family). If you choose the High Deductible / HSA plan, GPS will contribute in 4 equal quarterly installments: ($850 per EE annually / $1750 per family annually (includes spouse/children/family options) - Group Dental Insurance: GuidePoint pays 100% of the premium for employees and 75% of family plans - 12 corporate holidays and a Flexible Time Off (FTO) program - Healthy mobile phone and home internet allowance - Eligibility for retirement plan after 2 months at open enrollment - Pet Benefit Option

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 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 #LI-IW1

• Create and personalize a territory plan for the assigned territory. • Prospect to and create contacts within Commercial Accounts in a geographic region. • Proactively pursue existing leads who have expressed interest in our services. • Collaborate with and engage the right Delinea technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals. • Consistently meet/exceed sales targets. • Maintain an accurate forecast of sales pipeline. • Cultivate and manage relationships with Channel partners. • Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity.

• Serve as the main point of contact for the partner, ensuring all contractual commitments are met and communicating promptly to address high-priority needs. • Look for opportunities to engage with the partner’s clients to help increase Bamboo Health’s visibility and presence in the market. • Work closely with the partner to understand their commitments, capabilities, and capacity to meet agreed-upon metrics and KPIs, and identify upsell opportunities that address service gaps and support their performance. • Serve as an escalation resource for internal teams to help ensure projects and deliverables stay on track. • Proactively identify risks, remove roadblocks, and develop mitigation plans to maintain account stability. • Act as a bridge between the partner and Bamboo Health teams, ensuring support, product, and delivery groups stay aligned on shared goals. • Prepare and deliver strategic account reviews and track progress toward annual business objectives. • Maintain a solid understanding of the market and the partner’s environment, including opportunities, priorities, and issues that could impact the work. • Collaborate with client support, product management, marketing, operations, and engineering to complete scopes of work, change orders, and software enhancement documentation accurately and on time. • Manage contract renewals, extensions, project additions, and other contract-related updates for current business. • Stay curious about emerging AI tools and how they can streamline or enhance work within your function.