Account Executive, Communities - Northern California

Company Overview
ID.me is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with ID.me once and seamlessly login across websites without having to create a new login and verify their identity again. Over 152 million users experience streamlined login and identity verification with ID.me at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations. More than 600+ consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships. ID.me’s technology meets the federal standards for consumer authentication set by the Commerce Department and is approved as a NIST 800-63-3 IAL2 / AAL2 credential service provider by the Kantara Initiative. ID.me is committed to “No Identity Left Behind” to enable all people to have a secure digital identity. To learn more, visit https:/
etwork.id.me/.

Role Responsibilities

Own and execute a territory-based sales strategy designed to meet or exceed bookings targets, prioritizing high-ACV opportunities where ID.me has a clear right to win.

Spend time in the field with prospects and customers, building executive-level relationships, strengthening trust, and accelerating deal progression through in-person engagement.

Proactively build and manage a qualified pipeline of enterprise retailers and ecommerce brands, leveraging persona-based messaging and partnering with Business Development to drive consistent coverage and measurable pipeline growth.

Lead consultative, value-based discovery to uncover core business challenges (e.g., customer acquisition, conversion lift, fraud prevention, margin protection) and quantify the financial impact ID.me Communities can deliver.

Clearly articulate ID.me’s commercial value proposition — verification plus distribution — through compelling presentations, demos, and proposals that translate technical capabilities into revenue growth and ROI.

Develop strong product and industry acumen to confidently navigate technical conversations, address competitive dynamics, and manage complex procurement processes.

Build internal alignment and political capital to effectively progress opportunities, identify risks early, and proactively drive resolution.

Partner cross-functionally with Marketing, Solutions Consulting, and Customer Success to ensure seamless handoff, long-term value realization, expansion opportunities, and referrals.

Maintain deep awareness of industry trends, competitive positioning, and evolving community-based marketing strategies to continuously refine territory execution and maximize impact.

Qualifications

At least 5 years in a quota‑carrying, “hunter” sales role

Year‑over‑year track record of achieving quota and being recognized as a top performer

Knowledge of e‑commerce, MarTech, and performance marketing personas and budgets

Experience working with customers in apparel, consumer electronics, home goods, and/or sports and outdoors segments

Closed opportunities with ACVs ranging from $100k to $1m on 6 to 12 month sales cycles

Trained in leading sales methodologies (i.e. Command of the Sale, Message)

Experience selling technology into commercial markets, specifically top internet retailers

Demonstrated success in interfacing with customers and building trust

Experience working for a team in a startup at a growth stage is highly desired

Experience with Salesforce

Skills/Abilities

Entrepreneurial personality, capable of effectively solving problems with minimal guidance

Results‑driven, highly organized and detail‑oriented with the ability to multitask

Excellent written and verbal communications skills and ability to communicate to a broad range of audience types at all levels of the organization

Ability to build relationships with customers

Ability to manage the sales cycle from start to finish

Ability to work independently and as part of a team

Superb planning and time management skills, ability to prioritize tasks and ability to meet deadlines with little supervision

Willingness to learn and adapt

Competitive Compensation

Mountain View, CA Pay Range $150,000 — $150,000 USD

ID.me is a full‑time, in‑office culture. Unless a specific job description explicitly states otherwise, all roles are on‑site five days per week at one of our offices in McLean, VA; Mountain View, CA; New York City, NY; or Tampa, FL. Certain roles — such as field‑based sales or other remote‑by‑design positions — may have different work arrangements as noted in their individual postings.

ID.me maintains a work environment free from discrimination, where employees are treated with dignity and respect. All ID.me employees share in the responsibility for fulfilling our commitment to equal employment opportunity. ID.me does not discriminate against any employee or applicant on the basis of age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. ID.me adheres to these principles in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, social and recreational programs, and discipline. In addition, ID.me's policy is to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws, regulations and ordinances where a particular employee works. Upon request we will provide you with more information about such accommodations.

ID.me participates in E‑Verify.

The annual base salary listed does not include a company bonus, incentive for sales roles, equity and benefits which will be determined based on experience, skills, education, relevant training, geographic location and role.

ID.me offers comprehensive medical, dental, vision, health savings account, flexible spending accounts (medical, limited purpose, dependent care, commuter benefit accounts), basic and voluntary life and AD&D insurance, 401(k) with company match, parental leave, ability to participate in unlimited paid time off subject to the terms and conditions of the PTO policy, including 8 company wide holidays, short and long‑term disability insurance, accident and critical illness insurance, referral bonus policy, employee assistance program, pet insurance, travel assistant program, wellbeing and childcare discounts, benefit advocates, and a learning and development benefit.

The above represents the anticipated total rewards package for this job requisition. Final offers may vary from the amount listed based on qualifications, professional experiences, skills, education, relevant training, geographic location, and other job related factors.

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