Account Executive

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