# Account Executive, Communities - Northern California

**Company:** [Idme](https://hotfix.jobs/companies/idme)
**Location:** Mountain View, CA
**Role:** Account Executive
**Salary:** $150k – $150k/yr
**Experience:** 5+ years
**Skills:** Salesforce, Sales Methodologies, E-Commerce, MarTech, Performance Marketing, Salesforce CRM, Consultative Selling, Pipeline Management, Enterprise Sales, Territory Sales
**Posted:** 2026-03-22

> Owns territory sales strategy for ID.me Communities, targeting enterprise retailers and ecommerce brands with identity verification solutions. Requires 5+ years quota-carrying sales experience, e-commerce knowledge, and track record of high-ACV deals.

## Job Description

## 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

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