Account Executive, Commerce & Loyalty - Northern California

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 .

Company Overview

ID.me is a leading digital identity platform with more than 160 million registered members, trusted by fourteen federal agencies, agencies across 30 states, and over 600 enterprise brands. While widely recognized for powering secure identity verification for federal and state governments (NIST 800-63-3 IAL2/AAL2 compliant and Kantara-approved), ID.me Commerce Loyalty is the company’s high-growth commercial offering focused on customer acquisition and revenue expansion.

ID.me Commerce Loyalty enables retailers and ecommerce brands to reach high-value consumer groups — including military members, veterans, students, teachers, nurses, and first responders. By embedding secure identity and affiliation verification directly into the ecommerce checkout experience or loyalty platform, brands can confidently offer exclusive discounts while preventing fraud, abuse, and margin leakage.

Beyond verification, brands gain access to millions of pre-verified users within the ID.me network who actively seek companies that support their communities. This combination of verification and distribution drives measurable results: new customer acquisition, higher conversion rates, increased average order value, and stronger lifetime value.

In 2025, ID.me raised $340 million in a Series E round, valuing the company at over $2 billion — reinforcing its position as a trusted leader in digital identity and community-driven commerce.

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

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