Enterprise Account Executive, Cross Sale at Valimail

United StatesFull-timeVM Go-To-MarketPosted 23 days ago

About the Role

<div class="content-intro">Valimail, a DigiCert company, is helping build a more trusted digital world—starting with email. As part of DigiCert, the global leader in intelligent trust, Valimail combines the agility and innovation of a fast-growing technology company with the scale, stability, and reach of an industry leader trusted by more than 100,000 organizations worldwide, including 90% of the Fortune 500. Valimail is the leader in Email Authentication as a Service, pioneering automated email authentication to protect organizations against email impersonation and fraud. Built on open standards including DMARC, DKIM, and SPF, Valimail’s products make it possible for organizations of any size to secure their email ecosystem. Innovations such as Valimail's patented Instant SPF have helped define the category and accelerate adoption. Together with DigiCert’s AI-powered DigiCert ONE platform, which unifies PKI and DNS, Valimail plays a critical role in delivering intelligent, automated trust across digital interactions. From email and websites to cloud services and emerging technologies, we help organizations operate securely today while preparing for what’s next—including a quantum-safe future. If you’re excited about building meaningful security technology, shaping new categories, and working at the intersection of innovation and global impact, Valimail offers the opportunity to do exactly that.</div>  Job summary ValiMail is seeking an Enterprise 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.   What you will do <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Own the full sales lifecycle, from prospecting to close, for Enterprise organizations (typically 10,000+ employees)</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Build and execute strategic territory and account plans for a defined set of named Enterprise accounts</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Develop and multi-thread relationships across security, IT, risk, compliance, and executive leadership teams</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Lead complex sales processes including security reviews, procurement, legal negotiation, and executive alignment</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Drive net-new customer acquisition as well as expansion opportunities within existing accounts</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Conduct discovery and business value conversations with CISOs, CIOs, CTOs, and other executive stakeholders</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Partner closely with Sales Engineering, Customer Success, Marketing, and Product to align technical validation and business outcomes</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Accurately forecast and manage pipeline, deal progression, and activity within CRM</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Utilize value-based and solution-selling methodologies to navigate objections and advance opportunities</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Travel as needed for customer meetings and executive engagement</li> </ul>   What you will have <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">5+ years of direct SaaS sales experience, including Enterprise or Strategic sales</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Proven track record closing complex, multi-stakeholder deals with long sales cycles and six-figure+ deal sizes</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Experience selling into security, infrastructure, or IT leadership (CISO, CIO, CTO, VP Security, etc.)</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Demonstrated success building and executing territory and account strategies</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Strong discovery and executive communication skills with the ability to translate technical capabilities into business value</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Experience managing procurement, legal, and security review processes</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Highly organized and disciplined in forecasting and pipeline management</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Experience using tools such as Outreach/Salesloft, Gong, Salesforce, ZoomInfo, or similar platforms</li> </ul>   Nice to have <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Cybersecurity or email security experience</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Experience selling into Microsoft 365 or enterprise identity/security environments</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Familiarity with frameworks such as MEDDIC, MEDDPICC, or Command of the Message</li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Experience working with channel and technology partners</li> </ul>   Valimail Benefits Valimail offers a competitive benefits package for all of our full-time employees.  Valimail is an Equal Opportunity employer and is committed to diversity in its workforce. In compliance with applicable federal and state laws, Valimail prohibits discrimination on the basis of race or ethnicity, religion, color, national origin, sex, age, sexual orientation, gender identity/expression, veteran’s status, status as a qualified person with a disability, or genetic information. Individuals from historically underrepresented groups, such as minorities, women, qualified person with disabilities, and protected veterans are strongly encouraged to apply.   #LI-IW1

About the Role