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://network.id.me/ . Company Overview ID.me is a leading digital identity platform with more than 160 million registered members, trusted by fourteen federal agencies, agencies across 30 states, and over 600 enterprise brands. While widely recognized for powering secure identity verification for federal and state governments (NIST 800-63-3 IAL2/AAL2 compliant and Kantara-approved), ID.me Communities is the company’s high-growth commercial offering focused on customer acquisition and revenue expansion. ID.me Communities enables retailers and ecommerce brands to reach high-value consumer groups — including military members, veterans, students, teachers, nurses, and first responders. By embedding secure identity and affiliation verification directly into the ecommerce checkout experience or loyalty platform, brands can confidently offer exclusive discounts while preventing fraud, abuse, and margin leakage. Beyond verification, brands gain access to millions of pre-verified users within the ID.me network who actively seek companies that support their communities. This combination of verification and distribution drives measurable results: new customer acquisition, higher conversion rates, increased average order value, and stronger lifetime value. In 2025, ID.me raised $340 million in a Series E round, valuing the company at over $2 billion — reinforcing its position as a trusted leader in digital identity and community-driven commerce. 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 Vision: To be the world’s leading digital identity network empowering people to control their own information and to prove their credentials across all channels: online, call center, and in-person. Mission: To make the world a more trusted place by delivering the highest level of security with the least amount of friction at the lowest