Senior Sales Director, Commercial & Workforce Identity Solutions

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

• 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.

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.