Enterprise AE

DigiCert is a global leader in intelligent trust, protecting 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. Trusted by over 100,000 organizations, including 90% of the Fortune 500, DigiCert helps stop today’s threats and prepare for a quantum-safe future.

About the role

Responsible for developing opportunities within existing and new accounts in your territory, with the goal of turning as many opportunities into closed-won deals as possible. You will collaborate with pre-sales and post-sales support resources throughout sales campaigns, serving customers as a trusted advisor by keeping their best interests at the forefront. Availability in a consultative capacity is expected, even when customers are not actively in the market.

Success requires building and maintaining a strong sales pipeline, leading complex sales engagements, coordinating cross-functional resources, accurately forecasting revenue, and consistently achieving quota targets.

Responsibilities

• Prospect for new business across multiple functional areas, leveraging leads provided by marketing to maintain appropriate pipeline coverage.
• Build deep relationships by understanding customer processes and problems, asking the right questions, and bringing unique value to every interaction. Develop relationships with multiple buying personas within prospect accounts.
• Articulate value by connecting prospect business objectives (functional and corporate) with DigiCert solutions, deploying a customer-centric approach.
• Drive sales execution by leading enterprise agreements to close, proactively developing opportunities, preparing accurate forecasts, building a funnel to cover bookings targets, and documenting activities in Salesforce.
• Close opportunities by actively managing interactions within the customer buying cycle, handling various sales scenarios, negotiating to drive toward close, and gaining buy-in from multiple stakeholders.
• Coordinate accounts effectively by using a disciplined approach to involve pre-sales and post-sales support and leveraging industry expertise as needed.
• Demonstrate proficiency with a working knowledge and understanding across all DigiCert products and solutions.

Requirements

• 5+ years of quota-carrying sales experience at a software/technology company.
• Track record of qualifying and closing consultative/service-led sales, particularly multi-year and subscription-based services.
• Exceptional ability to create and foster relationships across enterprise C-suite executives and build consensus among the buying team.
• Exceptional time and people management skills to marshal resources and advance opportunities.
• Well-versed in the data-analytics industry with strong knowledge of competitor products and capabilities.
• Bachelor’s degree or equivalent work experience.

Benefits

• Competitive compensation and comprehensive health, dental, and vision coverage.
• Retirement savings programs with company matching (401(k) or RRSP).
• Generous paid time off, including holidays and vacation.
• Paid parental leave and family support benefits.
• Life and disability coverage.
• Flexible spending and health savings options (where applicable).
• Health and wellness support, including gym reimbursement and wellness programs.
• Employee Assistance Program with 24/7 confidential support for employees and 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 project wins, milestones, and outstanding contributions.
• Business travel insurance and global employee support programs.

Pay

Total on-target earnings (OTE) for this role range from $250,000 USD to $280,000 USD, including:

• Base Salary: $125,000 USD - $140,000 USD
• Incentive Compensation: $125,000 USD - $140,000 USD

Each candidate’s compensation offer will be determined based on factors including experience, skills, qualifications, performance expectations, business needs, and location. Actual earnings may vary based on individual performance. This role may also be eligible for additional compensation and benefits, discussed during the hiring process.