Sales Development Representative (Software/Saas)

Webhosting; Cape Town; On-site; ZAR 240,000 - 420,000; Full time

Job summary

DigiCert is seeking a Sales Development Representative – Existing Accounts in Cape Town to grow revenue within our installed base. You will identify cross-sell, upsell, and expansion opportunities and engage customers to position DigiCert solutions that deliver value.

You will collaborate with Account Managers and Customer Success to deepen relationships, expand product adoption, and contribute to a predictable pipeline.

Qualifications

• 2+ years in SDR/BDR or inside sales.
• Software or SaaS industry experience.
• Strong communication and discovery skills.
• CRM experience, Salesforce preferred.
• Cybersecurity knowledge is a plus.

Responsibilities

• Identify cross-sell and upsell opportunities within existing accounts.
• Conduct discovery calls to uncover needs.
• Map customer needs to DigiCert solutions to grow ACV.
• Maintain a strong pipeline and weekly CRM updates.

Skills

Strong communication

Discovery skills

Customer-facing experience

Relationship-building

Target-driven

Team collaboration

High activity management

Curious and proactive

SaaS experience

Cybersecurity knowledge (advantage)

Tools

Salesforce CRM

Job description

Job Description

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 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

• 2+ years of SDR, BDR, inside sales, or customer-facing experience preferred
• Must have sales experience within the software or SaaS (Software as a Service) industry
• 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
• Ability to simplify complex concepts and articulate value
• Persistent, resilient, and motivated by targets
• High coachability and eagerness to learn
• Team-first mindset in partnering with AMs and CSMs
• Health and wellness support, including medicalcover(where applicable), gym reimbursements, and mental well-being resources