Account Executive (Communities, Northern California)

Requirements

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

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

What the job involves

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

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