Strategic Account Manager, ID.me
Growth & Financial Services
$150-178.3k
Mountain View, CA Pay Range: $150,000 - $207,000 USD
Digital identity verification platform
Be an early applicant
Digital identity verification platform
501-1000 employees
Be an early applicant
$150-178.3k
Mountain View, CA Pay Range: $150,000 - $207,000 USD
501-1000 employees
Company 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.
Role
Who you are
- 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 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
- 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
- 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
What the job involves
- ID.me is seeking an experienced enterprise seller to expand our presence in major US markets.
- 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
- 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
- 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
Our take
ID.me is a digital identity verification platform that simplifies how individuals prove and share their identity online. From identity proofing, authentication, and group affiliation verification the company’s services are highly scalable, as organizations across all sectors benefit from the type of technology provided by ID.me.
While there are a number of identity verification platforms in the space, ID.me has secured a considerable market share. It's formed partnerships with 31 states, multiple federal agencies, and over 500 name-brand retailers, resulting in over 100 million users - and over 70,000 individuals joining every day.
The company has raised significant funding over the years. While the intended use for new capital has yet to be specified, ID has been focusing efforts on improved customer experiences, operational enhancements, and product updates in order to maintain its competitive edge.
Freddie
Company Specialist
Insights
Some candidates hear
back within 2 weeks
Company
Funding (last 2 of 14 rounds)
Apr 2023
$132m
SERIES D
Mar 2021
$100m
SERIES C
Total funding: $287.4m
Company benefits
- Company-Sponsored Medical, Dental, and Vision Plans for You and Your Family
- Paid Parental Leave
- Generous Paid Time Off
- 401K With Employer Matching
- Company-Sponsored Life Insurance
- Employee Equity Incentive Plan
- Remote Opportunities
- Multiple Lounge Areas and Game Room
- Numerous Mental Health Resources
Company values
- Make something better every day
- Inspire people with your passion
- Treat each customer like your favorite family member
- Own your mistakes so you can learn from them
- Details are everything
- Communicate like a scientist
- Don't be a jerk
- Always compete
- Be truthful (even when it's hard)
- Ask questions like a five-year-old
Company HQ
Tysons, VA
Articles
Leadership
Blake Hall
(CEO)Current Advisor at several companies, including AgentHero and Boomtown!. Former Army Officer in the U.S. Army.
Tanel Suurhans
(CTO)They have also served as the company's EVP of Technology in conjunction with being CTO. Former Software Engineer at PerfectLine and AS Delfi.
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