Sales Development Representative

2 weeks ago

Cape Town, Western Cape, South Africa DigiCert Full time

Who we are

DigiCert is a global leader in intelligent trust, helping organizations protect the digital interactions people rely on every day. From websites and cloud services to connected devices and critical systems, we make sure digital experiences are secure, private, and authentic.

Our AI-powered DigiCert ONE platform brings together certificates, DNS, and lifecycle management to help organizations stay ahead of risk as technology and threats evolve. Trusted by more than 100,000 organizations—including 90% of the Fortune 500—DigiCert helps businesses operate with confidence today while preparing for what's next, including a quantum-safe future.


Job summary

The Sales Development Representative, Existing Accounts (German or Spanish or French Speaker)  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 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

Proactively engage existing customers to identify cross-sell and upsell opportunities.Conduct discovery calls to understand customer challenges, product usage, and unmet needs.Map customer needs to DigiCert solutions to generate high-quality expansion opportunities.Build and maintain a strong pipeline focused on incremental ACV.

Customer Relationship Development

Serve as an early touchpoint to strengthen engagement within assigned accounts.Educate customers on additional products, capabilities, and best practices.Maintain regular, value-added communication to increase awareness and adoption.

Collaboration with Account Managers & Customer Success

Work closely with AMs to coordinate account strategy and prioritize high-value accounts.Share insights, usage trends, and opportunity signals to support account planning.Assist in prequalification and handoff of opportunities to ensure smooth transitions.

Operational Excellence

Maintain accurate logging of activities, discovery notes, and opportunity creation in CRM.Deliver weekly reporting on pipeline creation, SAOs, and outreach performance.Follow established sales playbooks and contribute to improving cross-sell motion effectiveness.

Key Performance Indicators (KPIs)

Monthly SAOs created: Target aligned to expansion objectivesQualified Meetings (QMs): Volume and conversion from outreachAccount penetration: Increase in product usage namely Valimail DMARC productsContribution to retention and growth metrics (in partnership with AMs)

What you will have

Professional proficiency in German or Spanish or French (essential business requirement)1+ years of SDR, BDR, inside sales, or customer-facing experience preferredStrong communication and discovery skillsAbility to build rapport quickly with existing customersCurious, proactive, and comfortable conducting needs-based conversationsAbility to manage high activity levels in a structured, organized wayFamiliarity with CRM systems (Salesforce preferred)Experience in cybersecurity or SaaS is an advantage, but not requiredCustomer-centric mindsetStrong listening and problem-identification skillsAbility to simplify complex concepts and articulate valuePersistent, resilient, and motivated by targetsHigh coachability and eagerness to learnTeam-first mindset in partnering with AMs and CSMs

Benefits

Uncapped CommissionAchievers club awards & IncentivesProvident FundMedical Aid + Gap CoverEmployee Assistance ProgramEducation Support ProgramGym ReimbursementLife InsuranceDisability Insurance

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