Account Executive, Communities - Northern California

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