VP of Commercial Identity Sales (Remote Eligible) at ID.me (Washington DC)
ID.me is simplifying how individuals securely prove and share their identity online. With their secure digital identity network, ID.me is doing for identity what Visa did for financial transactions. ID.me empowers people to fully control their own data through a portable and trusted login so they don’t need to create a new password at each site they visit.
The COVID-19 pandemic has accelerated a massive digital migration for many critical services. These services require a trusted identity to ensure an individual is who they claim to be while keeping out fraud. Identity verification that serves only one organization is costly and time-intensive. Separate passwords for each application add to consumer frustration. With ID.me, login and identity credentials move with an individual so they only need to verify once.
ID.me is a federally-certified identity provider at the highest standards NIST has set for consumer identity verification and login. ID.me is one of only four companies in the United States of America certified by the federal government to bind a legal identity to a digital login.
In addition to providing individuals with complete control over their credentials and data, the company has a “No Identity Left Behind” initiative to expand access and inclusion for all individuals through a video chat verification process. ID.me is passionate about building a robust identity network that does not compromise access for hard-to-identify groups.Role Overview
ID.me is looking for a results-oriented sales leader to join our Executive team as the VP of Commercial Identity Sales. This position will report directly to our GM of Commercial Sector and will be responsible for the revenue growth of our identity verification vertical through strategic partnerships.
The VP of Commercial Identity Sales is responsible for closing new enterprise logos and growing existing enterprise accounts. You will lead and grow a team of Account Executives and Customer Success Managers with the help of the Director of New Business and Director of Customer Success for Commercial Identity Sales. The candidate must have experience closing opportunities greater than $150K ACV, navigating multi-stakeholder sales, responding to Fortune 500 RFPs, and solution selling experience.
We’re looking for a candidate who is a superb verbal and written communicator and has a knack for distilling complex ideas and technology into simple points. This role will require you to guide high-level strategy while also rolling up your sleeves to support the team on a day-to-day basis. ID.me’s Commercial Identity team sells into a variety of verticals (e.g., Healthcare, Hospitality, Financial Services, Automotive, etc.). You must have the intellectual ability and curiosity to understand customer needs across a variety of industries so you are a credible and effective partner. The candidate will be responsible for preparing and conducting sales presentations, site visits, and product demonstrations for executive audiences.
The VP of Commercial Sales will work closely with Marketing and Product as part of the ID.me Executive Team to identify areas of opportunity to drive growth. The candidate must demonstrate leadership, manage through effective sales planning, and work in a positive and motivating way with internal counterparts and external partners.Responsibilities
- Own the P&L for Commercial Identity Sales and implement strategic plans to meet revenue targets set forth in the Company Plan
- Work with Finance to design and implement annual sales targets and quotas
- Build, coach, develop, and manage a high-performing sales and customer success team
- Close sales opportunities with blue-chip brands in target verticals
- Define repeatable processes and playbooks to scale revenue growth and maximize sales efficiency
- Work with marketing to iterate on demand generation strategies and collateral based on market feedback
- Accelerate customer usage, adoption, and satisfaction while developing long-term strategic relationships with key accounts
- Work internally across various functions to prepare exceptional proposals in response to multi-million dollar RFPs
- 7+ years of quota-exceeding performance selling Enterprise B2B SaaS solutions
- A track record of developing a greenfield territory and navigating multi-stakeholder sales at the executive level
- Experience selling technology into regulated markets, such as Healthcare and Financial Services
- Outstanding written and verbal communications skills
- Excellent negotiation and leadership skills
- Experience at a hyper-growth software company a plus
- BS/BA degree required
- MBA strongly preferred
- Salesforce experience
Note that candidates must be located in the continental U.S.
ID.me Covid Vaccination Requirement
ID.me has a mandatory vaccination requirement where not prohibited by applicable federal or state law.
All current and future employees are required to receive their COVID-19 vaccinations, unless a reasonable accommodation is approved. Employees not in compliance with this policy will be placed on leave and will be terminated if no valid reason for not getting the COVID-19 vaccine is provided.
Purpose: In accordance with ID.me's duty to provide and maintain a workplace that is free of known hazards, we are adopting this policy to safeguard the health of our employees and their families; our customers and visitors; and the community at large from COVID-19 that may be reduced by vaccinations. This policy will comply with all applicable laws and is based on guidance from the Centers for Disease Control and Prevention and local health authorities, as applicable.
Reasonable Accommodation: Current and future employees in need of an exemption from this policy due to a medical reason, or because of a sincerely held religious belief must submit a completed Request for Accommodation form to the human resources department to begin the interactive accommodation process as soon as possible after vaccination deadlines have been announced (September 13th) and an offer of employment has been made. Accommodations will be granted where they do not cause ID.me undue hardship or pose a direct threat to the health and safety of others.
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 possible cost.
People: We have an audacious mission. We aim to fix the identity layer of the internet. Billions of people will live better lives with more trust and convenience thanks to ID.me. We are like Special Forces. We take on the most difficult challenges with amazing teammates.
ID.me Core Values: *Don't be a jerk. *Always compete. *Ask questions like a 5-year old. *Inspire people with your passion. *Make something better every day. *Treat each customer like your favorite family member. *Own your mistakes so you can learn from them. *Details are everything. *Communicate like a scientist. *Be truthful (even when it's hard). *Reflect ID.me's values in your actions. *Act like an owner.
ID.me Career Site & Culture Deck: https://www.id.me/careers