This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description 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. - 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 Qualifications - 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

• Telephone B2B cold calling in the events sector • Identify decision-makers and qualify leads thoroughly • Set appointments for strategy and consultation meetings • Maintain contacts in the CRM • Provide feedback to the team: objections, patterns, what works and what doesn't

• Initiate and close enterprise software deals for commercial customers from initial sourcing through proofs of concept to production contract close. • Own the full sales cycle: initial outreach, discovery, qualification, proposal, POC negotiation, and closing production contracts. • Partner with our founding team and core product engineers to ensure POCs convert successfully to production contracts. • Sell into complex buying committees spanning CISOs, CIOs, SOC leadership, security architects, and procurement. • Accurately forecast revenue, manage pipeline, and consistently meet or exceed quota. • Develop repeatable commercial sales motions, collateral, and playbooks that will scale as we build out the sales team. • Travel to customer sites for executive meetings, POC kickoffs, and relationship building. • Provide direct customer feedback to our product team — you are the voice of the commercial market internally.

• Initiate and close enterprise software deals across federal civilian, DoD, and intelligence community customers from initial sourcing through proofs of concept to production contract close. • Own the full federal sales cycle: initial outreach, discovery, qualification, proposal, POC negotiation, and closing production contracts. • Navigate federal procurement processes, contract vehicles, and the particular politics of each agency you're selling into. • Partner with our founding team and core product engineers to ensure POCs convert successfully to production contracts. • Build relationships across program offices, CISOs, CIOs, and technical evaluators. • Accurately forecast revenue, manage pipeline, and consistently meet or exceed quota. • Develop repeatable federal sales motions, collateral, and playbooks that will scale with the company. • Travel regularly to customer sites — this is a relationship-driven sale.