Sales Development Representative, Americas (FTC)

DigiCert; Cape Town; On-site; ZAR 300 000 - 450 000; Full time

Job summary

A leading global security authority is seeking a Sales Development Representative to expand existing accounts by identifying cross-sell and upsell opportunities. This role involves engaging customers, educating them on new solutions, and collaborating with account managers for strategic account planning. Ideal candidates have experience in sales or customer-facing roles, excellent communication skills, and a customer-centric mindset. This is a fixed-term contract position located in Cape Town, South Africa.

Qualifications

• 1+ years of SDR, BDR, inside sales, or customer-facing experience preferred.
• Strong communication and discovery skills.
• Curious and proactive in needs-based conversations.

Responsibilities

• Proactively engage existing customers to identify cross-sell and upsell opportunities.
• Educate customers on additional products and capabilities.
• Maintain accurate logging of activities in CRM.

Skills

Strong communication skills

Customer-centric mindset

Strong listening skills

Ability to build rapport

Tools

Salesforce

Job description

Who we are

We're a leading, global security authority that's disrupting our own category. Our encryption is trusted by the major ecommerce brands, the world's largest companies, the major cloud providers, entire country financial systems, entire internets of things and even down to the little things like surgically embedded pacemakers. We help companies put trust - an abstract idea - to work. That's digital trust for the real world.

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 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 objectives
• Qualified Meetings (QMs): Volume and conversion from outreach
• Account penetration: Increase in product usage namely Valimail DMARC products
• Contribution to retention and growth metrics (in partnership with AMs)

What you will have

• 1+ years of SDR, BDR, inside sales, or customer-facing experience preferred
• Strong communication and discovery skills
• Ability to build rapport quickly with existing customers
• Curious, proactive, and comfortable conducting needs-based conversations
• Ability to manage high activity levels in a structured, organized way
• Familiarity with CRM systems (Salesforce preferred)
• Experience in cybersecurity or SaaS is an advantage, but not required
• Customer-centric mindset
• Strong listening and problem-identification skills