Enterprise Account Executive, Cross Sale

DigiCert, a leader in intelligent trust, is seeking an Enterprise Account Executive, Cross Sale to drive revenue growth by selling ValiMail DMARC solutions to existing customers. The role focuses on account expansion and value-based selling, with support from a dedicated SDR team for prospecting and outreach.

Responsibilities:

• Own the full sales lifecycle, from prospecting to close, for Enterprise organizations (typically 10,000+ employees)
• Build and execute strategic territory and account plans for a defined set of named Enterprise accounts
• Develop and multi-thread relationships across security, IT, risk, compliance, and executive leadership teams
• Lead complex sales processes including security reviews, procurement, legal negotiation, and executive alignment
• Drive net-new customer acquisition as well as expansion opportunities within existing accounts
• Conduct discovery and business value conversations with CISOs, CIOs, CTOs, and other executive stakeholders
• Partner closely with Sales Engineering, Customer Success, Marketing, and Product to align technical validation and business outcomes
• Accurately forecast and manage pipeline, deal progression, and activity within CRM
• Utilize value-based and solution-selling methodologies to navigate objections and advance opportunities
• Travel as needed for customer meetings and executive engagement

Requirements:

• 5+ years of direct SaaS sales experience, including Enterprise or Strategic sales
• Proven track record closing complex, multi-stakeholder deals with long sales cycles and six-figure+ deal sizes
• Experience selling into security, infrastructure, or IT leadership (CISO, CIO, CTO, VP Security, etc.)
• Demonstrated success building and executing territory and account strategies
• Strong discovery and executive communication skills with the ability to translate technical capabilities into business value
• Experience managing procurement, legal, and security review processes
• Highly organized and disciplined in forecasting and pipeline management
• Experience using tools such as Outreach/Salesloft, Gong, Salesforce, ZoomInfo, or similar platforms
• Cybersecurity or email security experience
• Experience selling into Microsoft 365 or enterprise identity/security environments
• Familiarity with frameworks such as MEDDIC, MEDDPICC, or Command of the Message
• Experience working with channel and technology partners