Sales Development Representative (Software/Saas)

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

Benefits offered by this job

Competitive compensation

Generous paid time off

Family-friendly leave policies

Health and wellness support

Pension and life insurance

Education assistance and professional

Job summary

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

This fixed-term contract role partners with Account Managers and Customer Success to deepen relationships and maximize lifetime value. Ideal candidates have 2+ years in SDR/BDR or SaaS sales, strong discovery and communication skills, and the

Qualifications

• 2+ years of SDR, BDR, inside sales, or customer-facing experience preferred.
• Must have sales experience within the software or SaaS industry.
• Strong communication and discovery skills.
• Ability to build rapport quickly with existing customers.
• Curious and proactive with needs-based conversations.
• Structured, organized approach to high activity levels.

Responsibilities

• Cross-Sell & Expansion: identify cross-sell and upsell opportunities in existing accounts.
• Discovery: conduct discovery calls to understand challenges and unmet needs.
• Account mapping: align customer needs with DigiCert solutions to create expansion opportunities.
• Pipeline & reporting: maintain a strong pipeline and deliver weekly pipeline updates.
• Cross-functional collaboration: work with Account Managers and Customer Success for coordinated plans.

Skills

SDR experience

B2B software sales

Communication skills

Discovery & needs-based selling

CRM familiarity

Tools

Salesforce

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

Benefits

• Competitive compensation and comprehensive benefits package
• Generous paid time off, including holidays and additional leave options
• Family-friendly leave policies, including maternity, paternity, and other supportive leave programs
• Health and wellness support, including medical cover (where applicable), gym reimbursements, and mental well-being resources
• Pension, life insurance, and income protection benefits (location dependent)
• Employee Assistance Program with 24/7 confidential support for employees and their families
• Education assistance and professional development opportunities
• Access to LinkedIn Learning and continuous learning resources
• Employee referral bonus program and additional company perks and discounts
• Internal rewards and recognition platform (Motivosity) to celebrate and acknowledge project wins, milestone achievements, and the outstanding contributions of our colleagues
• Business travel insurance and global employee support programs