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 ...