Strategic Account Executive, Growth & Financial Services - ID.me
McLean, VA
About the Job
Company Overview
ID.me is a high-growth enterprise software company that simplifies how people prove and share their identity online. The company empowers people to control their data through a portable and trusted login, which means they don't need to create a new password when visiting sites that have the ID.me button. ID.me's digital identity network has over 117 million registered members, and is used by fourteen federal agencies, agencies in 30 states and over 600 corporations for secure identity proofing and verification.
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. In addition to helping people control their credentials and data, the company's "No Identity Left Behind" initiative strives to expand digital access and inclusion for all people. The company offers multiple pathways to identity verification – online self-serve, live video chat agents, and in person. ID.me is passionate about building a robust identity network that does not compromise access for traditionally underserved groups.
ID.me has received numerous awards including Deloitte's 2023 Technology Fast 500, Washington Business Journal's Fastest Growing Companies, Entrepreneur Magazine's 100 Brilliant Companies and Wall Street Journal's Startup of the Year finalist. In recent quarters, ID.me announced it raised $132 million in Series D funding, led by Viking Global Investors with participation from CapitalG, Morgan Stanley Counterpoint, FTV Capital, PSP Growth, Auctus Investment Group, Moonshots Capital, and Scout Ventures. ID.me's most recent round brings the total investment in ID.me to over $275 million since its founding in 2010.
Role Overview
Strategic Account Executive, Growth and Financial Services
(Internal title: "Strategic Account Manager, Growth" -- role is focused on net new business)
ID.me is seeking an experienced enterprise seller to expand our presence in major US markets. To be considered for this role, this individual MUST have recent closing experience in a quota-carrying role selling Enterprise Software for multiple industries, particularly T1/T2/Named Accounts, and be comfortable operating with an ambiguous or undefined territory. In this role you will own opportunities in the market from initial outreach to close, spearheading segment expansion for B2C and B2B2C identity verification. You will be responsible for all aspects of the new logo sales cycle (including lead generation and prospecting), upsells into your territory, and leveraging your network and the network of 100M+ ID.me users to drive new business acquisitions.
Top performers on the ID.me team are described as -
- Sales-Minded. You look creatively and strategically at how to scale a partnership. You have strong relationships and a great reputation among customers within the industry thanks to your experience over the years- ideally with selling identity, verification, or cybersecurity software.
- Analytical. You have sharp quantitative and analytical skills with the capacity to build convincing, data-driven proposals. You present ideas in a digestible way that excites customers.
- Relationship Builder. You are highly skilled at building multi-threaded buyer conversations and maintaining relationships internally and externally to help drive the business forward.
- Program Managers. You are a master communicator and orchestrator, capable of keeping huge volumes of detail moving through many conversations and opportunities at once.
- Collaborative. You are an independent thinker but a collaborative partner, working across several departments to solve cross-functional problems for clients at all levels of the organization.
- Coachable. You have an owner mentality and an entrepreneurial spirit matched with a healthy dose of humility. You have a growth mindset and unmatched work ethic.
If the above resonates with you, we should talk!
Responsibilities
As a Strategic Account Manager, you will be the focal point and leader of our go-to market strategy for our largest buyers. Reporting directly to the Director of Growth under our Chief Growth Officer, Taylor Liggett, you will be coordinating a cross-functional team across customer success, analytics, field marketing, solutions engineering, and other functions. You are considered the business unit lead for your part of the portfolio and will identify and pursue opportunities where ID.me's product and service offerings will create tremendous value for Enterprise Customers by increasing access rates through digital channels, fraud prevention, improving patient experience, and improving workflow efficiency.
The Impact You Will Make as the Strategic Account Manager, Growth and Financial Services:
- Drive the entire sales process internally and externally, running your territory as your own business. You will report directly to the executive team and budget owner.
- Understand the strategic competitive landscape and customer needs to effectively position ID.me's industry leading solutions. This is a large, untapped market that requires solving problems for, and selling to, sophisticated C-level technical buyers.
- Manage complex sales cycles from start to finish with a track record of successful revenue attainment.
- Leverage opportunities within relevant networks while establishing mutually beneficial relationships with strategic partners and alliances.
- Create cross-functional relationships while pulling together different business units to maximize sales opportunities.
- Communicate with quantitative insights from accurate and timely customer, pipeline, and forecast data.
About You:
- You have a strong desire to own the sales process and are a proven closer (shown by recent success exceeding net new quota).
- You have a proven track record selling complex software solutions in a competitive market.
- You hit or exceed your quota consistently.
- You have a reputation as an analytical problem solver.
- You are just as likely to receive a letter of recommendation from a customer as a former employer.
- You are a team player looking to uplevel your peers and teammates to hit our aggressive targets.
- You are an exceptionally organized task manager who can handle complex, urgent, and rare scenarios to deliver on time and professionally.
- You are an excellent communicator who can take complex topics and distill them into easy-to-understand messages.
- You have a bias to act and have an entrepreneurial mindset.
Qualifications of the Strategic Account Manager, Growth and Financial Services:
- 6 + years of enterprise SaaS sales experience or management consulting experience. BA or Graduate degree in economics, engineering, or another quantitative field.
- Enterprise Software Sales with recent consistent quota attainment over multiple years.
- Experience working at multiple startups in Growth and/or Expansion stage is a must.
- Identity or cybersecurity background is a huge plus.
- Success in enterprise software sales to Financial Services, Healthcare, and B2B2C is a plus.
- Experience at a top-tier consulting firm or working in Program Management is a plus.
- Closed opportunities with ACVs ranging from $100k to $1m+ on 6 to 12 month sales cycles.
- Experience selling through complex procurement programs.
- Trained in leading sales methodologies such as ValueSelling, MEDDICC, Challenger.
- Experience and proficiency managing pipelines within Salesforce
Skills & Abilities of the Strategic Account Manager, Growth and Financial Services:
- 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 communication 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
#LI-KT1
The annual base salary listed below for this role is based on experience, skills, education, relevant training and geographic location. Company bonus, incentive for sales roles, equity, and benefits are available depending on the 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.
The above represents the anticipated total rewards package for this job requisition. 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, atid.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.