Sales Development Representative (AMS) - Fixed Term Contract
Location
Cape Town
Type
contract
Department
Sales
Last seen
1d ago
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
The Sales Development Representative – Existing Accounts plays a critical role in growing revenue within our installed customer base. This role is dedicated to identifying cross-sell, upsell, and expansion opportunities across existing accounts by proactively engaging customers, understanding their evolving needs, and positioning additional DigiCert (with a focus on Valimail/DMARC and VMC) solutions that drive value.
This role partners closely with Account Managers and Customer Success to execute a coordinated expansion strategy, ensuring we deepen relationships, increase product adoption, and maximize customer lifetime value.
This is a fixed-term contract position.
What you will do
Cross-Sell & Expansion Pipeline Generation
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Proactively engage existing customers to identify cross-sell and upsell opportunities
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Conduct discovery calls to understand customer challenges, product usage, and unmet needs
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Map customer needs to DigiCert solutions to generate high-quality expansion opportunities
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Build and maintain a strong pipeline focused on incremental ACV
Customer Relationship Development
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Serve as an early touchpoint to strengthen engagement within assigned accounts
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Educate customers on additional products, capabilities, and best practices
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Maintain regular, value-added communication to increase awareness and adoption
Collaboration with Account Managers & Customer Success
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Work closely with AMs to coordinate account strategy and prioritize high-value accounts
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Share insights, usage trends, and opportunity signals to support account planning
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Assist in prequalification and handoff of opportunities to ensure smooth transitions
Operational Excellence
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Maintain accurate logging of activities, discovery notes, and opportunity creation in CRM.
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Deliver weekly reporting on pipeline creation, SAOs, and outreach performance.
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Follow established sales playbooks and contribute to improving cross-sell motion effectiveness.
Key Performance Indicators (KPIs)
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Monthly SAOs created: Target aligned to expansion objectives
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Qualified Meetings (QMs): Volume and conversion from outreach
Contribution to retention and growth metrics (in partnership with AMs)
What you will have
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1+ years of SDR, BDR, inside sales, or customer-facing experience
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Additional languages such as Spanish or French or German would be beneficial
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Strong communication and discovery skills
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Ability to build rapport quickly with existing customers
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Curious, proactive, and comfortable conducting needs-based conversations
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Ability to manage high activity levels in a structured, organized way
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Familiarity with CRM systems (Salesforce preferred)
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Experience in cybersecurity or SaaS is an advantage, but not required
Key Attributes
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Customer-centric mindset
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Strong listening and problem-identification skills
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Ability to simplify complex concepts and articulate value
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Persistent, resilient, and motivated by targets
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High coachability and eagerness to learn
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Team-first mindset in partnering with AMs and CSMs
Benefits
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Competitive compensation and comprehensive benefits package
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Generous paid time off, including holidays and additional leave options
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Family-friendly leave policies, including maternity, paternity, and other supportive leave programs
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Health and wellness support, including medical cover (where applicable), gym reimbursements, and mental well-being resources
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Pension, life insurance, and income protection benefits (location dependent)
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Employee Assistance Program with 24/7 confidential support for employees and their families
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Education assistance and professional development opportunities
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Access to LinkedIn Learning and continuous learning resources
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Employee referral bonus program and additional company perks and discounts
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Internal rewards and recognition platform (Motivosity) to celebrate and acknowledge project wins, milestone achievements, and the outstanding contributions of our colleagues
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Business travel insurance and global employee support programs
To protect candidate information and maintain a secure hiring process, all applications must be submitted through our careers portal. Resumes or CVs sent directly via email will not be reviewed or considered.