Account Executive, Workforce Identity East

ID.me; Washington (District of Columbia); On-site; USD 140,000 - 160,000; Full time

Job summary

ID.me in New York, NY is hiring an Account Executive, Workforce Identity East to drive enterprise sales and embed identity verification into hiring and onboarding. You will engage CISOs, CHROs, and CIOs at leading organizations and partner across functions to close strategic deals.

The role requires 5+ years in quota-carrying sales, with ACVs from $100k to $1m, and a proven ability to manage long sales cycles. This is a field-heavy, relationship-driven sales position.

Qualifications

• At least 5 years in a quota-carrying, hunter sales role.
• Year-over-year track record of quota attainment and top performance.
• Experience selling technology into large enterprises.

Responsibilities

• Own and execute an enterprise sales strategy targeting large organizations in regulated industries.
• Lead multi-persona discovery with CHROs, CISOs, CIOs to diagnose identity gaps and quantify impact of fraud and inefficiency.
• Drive direct enterprise deals and co-sell motions with platform partners to source, progress, and close pipeline.
• Build and maintain a qualified pipeline and achieve bookings & revenue targets.
• Articulate ID.me’s Employee Lifecycle value with presentations, demos, and executive proposals.
• Spend significant time in the field with prospects; in-person engagement with senior leaders is essential.
• Provide market intelligence to BD and Product to sharpen positioning and roadmap priorities.
• Collaborate with Solutions Consulting, Marketing, Customer Success, and Product for seamless handoffs and expansion.

Skills

Entrepreneurial personality

Results-driven

Excellent written & verbal

Relationship building

Sales cycle management

Independent & team work

Time management

Willingness to learn

Tools

Salesforce

Job description

Account Executive, Workforce Identity East

New York, New York, United States

Company Overview

ID.me is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with ID.me once and seamlessly login across websites without having to create a new login and verify their identity again. Over 152 million users experience streamlined login and identity verification with ID.me at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations. More than 600+ consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships. 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. ID.me is committed to "No Identity Left Behind" to enable all people to have a secure digital identity. To learn more, visit https://network.id.me/ .

ID.me is a full-time, in-office culture. Unless a specific job description explicitly states otherwise, all roles are on-site five days per week at one of our offices in McLean, VA; Mountain View, CA; New York City, NY; or Tampa, FL. Certain roles — such as field-based sales or other remote-by-design positions — may have different work arrangements as noted in their individual postings.

At ID.me, we embrace the thoughtful use of AI tools in our daily work and there are even occasions where we leverage AI in our hiring process. However, during the interview process, we want to understand your individual skills and experiences. Therefore, we have guidelines on how AI can be appropriately used during your application and interviews which can be found here .

The Opportunity

The way organizations hire, onboard, and authenticate employees is under attack. AI-generated deepfakes, synthetic identities, nation-state actors, and sophisticated social engineering campaigns are infiltrating workplaces at an unprecedented scale. More than 300 companies have reported hiring DPRK actors. Employment fraud has grown 5x in the last five years. Gartner predicts that by 2028, 25% of all job candidates will be fake. Employers tell us we’re already past that point.

At ID.me, we're the frontline defense. We have spent five years pioneering this space and developing the Employee Lifecycle vision. Today we support over 800 employers, and are integrated into many leading employment platforms. We are becoming the identity layer that connects hiring, onboarding, and workforce access end-to-end.

We are hiring this position to drive enterprise sales across our Employee Lifecycle business. You will work directly with CISOs, CHROs, and CIOs at some of the most influential organizations in the country to embed identity proofing and authentication into the moments that matter most—and you will be selling a solution that has measurable, defensible impact on fraud prevention, candidate experience, and operational cost.

This is high-stakes, high-impact work at the intersection of security, identity, and enterprise technology. If you're energized by complex problems, motivated by protecting people, and ready to bring your best to a category-defining company, we want to hear from you.

Role Responsibilities

• Own and execute an enterprise sales strategy targeting large organizations in regulated and at risk industries such as Financial Services, Technology, Staffing, Healthcare, and Security & Defense.
• Lead consultative, multi-persona discovery across CHROs, CISOs, and CIOs to diagnose identity gaps across the hiring and access lifecycle and quantify the financial impact of fraud, operational inefficiency, and compliance risk.
• Drive both direct enterprise deals and co-sell motions alongside our platform partners—to source, progress, and close pipeline.
• Build and maintain a qualified pipeline and achieve bookings and revenue targets.
• Articulate ID.me’s Employee Lifecycle value proposition through compelling presentations, demos, and executive-level proposals.
• Spend significant time in the field with prospects and customers. This is a relationship-driven, high-trust sale. In-person engagement with enterprise security and talent leaders and ecosystem partners will be essential to accelerating deal progression.
• Contribute market intelligence on competitive dynamics, product gaps, and evolving buyer behavior back to BD and Product to sharpen positioning and accelerate roadmap priorities.
• Partner cross-functionally with Solutions Consulting, Marketing, Customer Success, and Product to ensure seamless handoff, long-term value realization, and expansion into post-hire use cases after initial deployment.

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
• Experience working within Background Checks; experience with identity related solutions is strongly preferred
• 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 enterprises
• 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

THIS POSTING IS FOR A CURRENT VACANCY AND THE EMPLOYER INTENDS TO FILL THIS POSITION BY 11/10.

#LI-ST2

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.

Final offers may vary from the amount listed based on qualifications, professional experiences, skills, education, relevant training, geographic location, and other job related factors.

U.S. Pay Range

$140,000 - $160,000 USD

Mountain View, CA Pay Range

$140,000 - $160,000 USD

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.

Dear applicant, please review our Privacy Policy, including our CCPA policy, at id.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.