The job, in the employer's words
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://network.id.me/.
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.
At ID.me, we embrace the thoughtful use of AI tools in our daily work and there are even occasions where we leverage AI in our hiring process. However, during the interview process, we want to understand your individual skills and experiences. Therefore, we have guidelines on how AI can be appropriately used during your application and interviews which can be found here.
Senior Sales Director, Commercial & Workforce Identity Solutions
Ideal locations- Mclean, VA, San Francisco Bay Area, and New York, NY
Role Overview
ID.me is seeking a dynamic Sales Director to lead and grow our Commercial and Workforce Identity Solutions business. This is a fully remote leadership role responsible for managing a small initial team of Account Executives and Account Managers driving new logo acquisition and net revenue retention (NRR) growth within existing accounts. The team is expected to scale quickly, making a growth mindset and proven experience building in high-growth environments essential. Experience in cybersecurity or identity solutions is highly preferred.
Supervisory Responsibilities
- Directly manage, mentor, and develop an initial team of AEs and AMs, with the expectation of rapid team growth.
- Set clear performance expectations, conduct regular pipeline reviews, and deliver ongoing coaching to accelerate team development.
- Build and scale repeatable playbooks and processes to support a growing distributed sales team.
- Partner with Revenue Operations, Marketing, and Product to align go-to-market strategy.
- Foster a culture of accountability, continuous learning, and growth mindset across the team.
Role Responsibilities
- Own and exceed quota targets for new business acquisition (new logo) and net revenue retention across existing commercial and workforce identity accounts.
- Develop and execute a strategic territory plan targeting mid-market and enterprise organizations seeking identity verification and workforce identity solutions.
- Lead complex, consultative sales cycles from prospecting through close, engaging executive-level stakeholders (CISO, CIO, VP HR, VP IT).
- Drive expansion and upsell motions within the existing customer base to grow NRR.
- Accurately forecast pipeline and revenue on a weekly, monthly, and quarterly basis.
- Collaborate cross-functionally with Solutions Engineering, Customer Success, Product, and Legal to drive deals to close.
- Represent ID.me at industry events, conferences, and customer engagements as needed.
- Provide market and competitive intelligence to inform product and go-to-market strategy.
- Anticipate and prepare for rapid headcount and territory growth, scaling team structure proactively.
Required Skills / Abilities
- 8+ years of SaaS sales experience with a demonstrated ability to close complex enterprise deals.
- 5+ years in a sales leadership role managing and developing quota-carrying AEs and/or AMs.
- Proven track record of meeting or exceeding individual and team revenue targets.
- Experience selling into commercial or enterprise accounts with multi-stakeholder buying processes.
- Strong growth mindset with demonstrated experience scaling teams, processes, and playbooks in a fast-moving environment.
- Proficiency in pipeline management and forecasting methodologies (e.g., MEDDIC, MEDDPICC); Salesforce CRM preferred.
- Exceptional communication, negotiation, and executive presence.
- Ability to work independently and effectively in a fully remote environment while managing a distributed team.
Preferred Qualifications
The qualifications below are ideal, but not all are required. We encourage candidates to apply if they satisfy some, but not all of these qualifications.
- Background in cybersecurity, identity and access management (IAM), or digital identity solutions.
- Experience selling workforce identity, SSO, MFA, or identity verification platforms.
- Familiarity with key verticals such as financial services, healthcare, government contracting, or HR technology.
- Prior experience at a high-growth or Series B/C/D+ stage company.
- Experience building or scaling an outbound sales motion from the ground up.
Education and/or Experience
- Bachelor’s degree in Business, Marketing, Computer Science, or a related field; or equivalent professional experience.
- 8+ years of progressive SaaS sales experience required.
- 5+ years of sales leadership experience required.
#LI-ST2
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.
Final offers may vary from the amount listed based on qualifications, professional experiences, skills, education, relevant training, geographic location, and other job related factors.
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.
Please review our Privacy Policy, including our CCPA policy, at id.me/privacy. If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.
ID.me participates in E-Verify.
Requirements mentioned
- 8+ years of SaaS sales experience with a demonstrated ability to close complex enterprise deals.
- 5+ years in a sales leadership role managing and developing quota-carrying AEs and/or AMs.
- Proven track record of meeting or exceeding individual and team revenue targets.
- Experience selling into commercial or enterprise accounts with multi-stakeholder buying processes.
- Strong growth mindset with demonstrated experience scaling teams, processes, and playbooks in a fast-moving environment.
- Proficiency in pipeline management and forecasting methodologies (e.g., MEDDIC, MEDDPICC); Salesforce CRM preferred.
- Exceptional communication, negotiation, and executive presence.
- Ability to work independently and effectively in a fully remote environment while managing a distributed team.
- The qualifications below are ideal, but not all are required. We encourage candidates to apply if they satisfy some, but not all of these qualifications.
- Background in cybersecurity, identity and access management (IAM), or digital identity solutions.
- Experience selling workforce identity, SSO, MFA, or identity verification platforms.
- Familiarity with key verticals such as financial services, healthcare, government contracting, or HR technology.
- Prior experience at a high-growth or Series B/C/D+ stage company.
- Experience building or scaling an outbound sales motion from the ground up.
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