Account Executive, Commerce & Loyalty - Northern California

About the role

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.

Maintain deep awareness of industry trends, competitive positioning, and evolving community-based marketing strategies to continuously refine territory execution and maximize impact.

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.
• Maintain deep awareness of industry trends, competitive positioning, and evolving community-based marketing strategies to continuously refine territory execution and maximize impact.

Requirements

• 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
• Knowledge of e-commerce, MarTech, and performance marketing personas and budgets
• Experience working with customers in apparel, consumer electronics, home goods, and/or sports and outdoors segments
• 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 internet retailers
• Demonstrated success in interfacing with customers and building trust
• Experience working for a team in a startup at a growth stage is highly desired

Qualifications

• Trained in leading sales methodologies (i.e. Command of the Sale, Message)
• Experience selling technology into commercial markets, specifically top internet retailers
• Demonstrated success in interfacing with customers and building trust
• Experience working for a team in a startup at a growth stage is highly desired

Skills

• 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
• Competitive Compensation

Benefits

• 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
• Parenthood 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
• Wellbeing and childcare discounts
• Benefit advocates
• Learning and development benefit

Pay

$150,000—$150,000 USD

Schedule

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.