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Account Executive, Cross Sell

Remote- US

Company Overview

Valimail is a fast growing, venture funded startup and the leader in Email Authentication as a Service. Here is your chance to get in on the ground floor at an important technology innovator and to help build a major business service category. We have built a revolutionary platform on top of open standards — DMARC, DKIM, and SPF — for the first time it makes it possible for any organization to protect itself against email impersonation. Valimail pioneered the notion of automated email authentication, with innovative components like our DNS-based Authenticator (including our patented Instant SPF). We’re committed to building a more trusted email ecosystem.

Frequently cited statistics show that women and underrepresented classes will only apply to roles if they feel they meet 100% of the qualifications. At Valimail, we encourage you to break through that statistic. Roles evolve over time, especially with innovation, and you may be just the person we need in the future. NO ONE ever meets 100% of the qualifications. We hope you're open to learning new skills in order to grow with us. Make our team, your team!

Position Overview

Valimail is seeking an Account Executive, Cross Sale to support a strategic revenue growth initiative selling ValiMail DMARC solutions into DigiCert’s existing customer base. This role is part of a dedicated cross-sell team and reports to the Sales Manager, Cross Sale. Unlike traditional net-new logo roles, this position is focused on account expansion and value- based selling into warm, existing customer relationships. Prospecting and initial outreach are handled by a dedicated SDR team, allowing Account Executives to focus on discovery, solution positioning, and closing.

This role supports a dual-motion sales environment, managing both:
• High-velocity SMB and mid-market transactions
• More complex enterprise sales cycles with multiple stakeholders

What You'll Be Doing

  • Own the sales process from qualified opportunity to close for ValiMail solutions within DigiCert customer accounts
  • Engage with inbound and SDR-qualified opportunities rather than cold outbound prospecting
  • Conduct discovery to understand customer email infrastructure, security posture, and DMARC maturity
  • Position Valimail’s value proposition as a natural extension of customers’ existing DigiCert investment
  • Manage a high-volume pipeline while also navigating longer, more complex enterprise deal cycles
  • Collaborate closely with SDRs to ensure clean handoffs, strong opportunity qualification, and consistent follow-up
  • Partner cross-functionally with Customer Success, Product, Marketing, and Sales Operations to deliver a seamless customer experience
  • Maintain accurate and up-to-date pipeline, forecasts, and activity tracking in Salesforce
  • Participate in enablement sessions, playbook execution, and ongoing process refinement for the cross-sell motion
  • Occasionally support joint customer calls or initiatives with DigiCert stakeholders

About You

  • 2–4+ years of closing experience in B2B SaaS sales
  • Experience selling into existing customer accounts, including upsell, cross-sell, or expansion motions
  • Comfortable managing both transactional and more consultative sales cycles
  • Strong discovery and qualification skills with the ability to align technical solutions to business outcomes
  • Ability to communicate technical concepts clearly to IT, security, and business stakeholders
  • Highly organized with strong CRM discipline and attention to detail
  • Coachable, process-oriented, and receptive to structured sales motions and feedback
  • Comfortable working in a fast-paced, high-velocity environment with defined playbooks

Bonus Points

  • Experience selling cybersecurity, email security, SaaS, or enterprise software solutions
  • Familiarity with DMARC, SPF, DKIM, or adjacent email / identity security concepts
  • Experience selling into IT, Security, or Infrastructure teams
  • Exposure to formal sales methodologies such as MEDDIC, Challenger, Command of the Message, or similar
  • Experience using common sales tools such as Salesforce, Outreach, Salesloft, Gong, ZoomInfo, or equivalent

Who We Are

Valimail is the global leader in zero-trust email security. The company's full line of cloud-native solutions authenticate sender identity to stop phishing, protect brands, and ensure compliance; they are used by organizations ranging from neighborhood shops to some of the world's largest organizations, including Uber, Splunk, Yelp, Mercedes Benz USA, and the U.S. Federal Aviation Administration. Valimail is the fastest-growing DMARC solution with the largest global market share and is the premier DMARC partner for Microsoft 365 environments. 

Valimail is an E-Verify Employer. For more information on E-Verify, review the posters here. 

Why Join Us?

  • Competitive pay - the expected base compensation for this role is $90,000 - $100,000 USD and includes a variable component of $90,000 - $100,000 USD
  • Comprehensive health, dental, + vision coverage
  • Remote First Company, you can work anywhere within the US
  • Unlimited and flexible PTO. We believe balanced, happy, relaxed people do better work

#li-remote

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