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Salary: USD 93,575 - 118,990 / annual
ID.me is a digital identity wallet platform that enables secure identity verification and seamless login across websites. The company serves 152+ million users across 20 federal agencies, 45 state government agencies, 70+ healthcare organizations, and 600+ consumer brands. ID.me's technology is NIST 800-63-3 IAL2/AAL2 certified.
As a Sales Development Representative, you will be responsible for building and executing the qualified lead pipeline for the sales team. This is a hands-on role focused on outbound prospecting, lead qualification, and meeting setting for Account Executives.
Key responsibilities include:
- Conduct outbound prospecting by researching accounts and identifying key decision-makers to build targeted prospect lists
- Develop, coordinate, and execute multi-touch email and calling campaigns targeting specific accounts and prospects
- Create and maintain playbooks to identify key personas in target markets
- Qualify new leads and schedule meetings for Account Executives
- Develop and maintain daily outreach plans to maximize touchpoints, including pre-call planning and customized scripts for different market segments
- Understand ID.me's product offerings and articulate the value proposition effectively over phone and email
- Build trusted relationships with prospects and become a trusted resource
- Track all prospect interactions in Salesforce to ensure efficient lead management
- Meet individual daily/weekly activity volume targets, sales goals, and opportunity production metrics
You will work in a fast-paced, startup-like environment with changing priorities. Success requires strong analytical skills, excellent communication abilities, and the capacity to distill complex topics into clear messages. You should be comfortable with phone outreach, have strong objection-handling skills, and demonstrate an entrepreneurial mindset with tenacity and resourcefulness.
The role is based in McLean, VA and requires in-office presence five days per week.
Qualifications:
- Minimum 1 year of experience as a Sales Development Representative or Account Manager with a track record of quota attainment
- Bachelor's degree (preferably in Marketing, Communications, Business, or related field)
- Experience selling into government markets at state and local levels is preferred
- Comfortable with phone-based prospecting and strong objection handling
- Ability to gather and use data to analyze business opportunities and persuade others
- Strong time management, prioritization, and ability to meet deadlines with minimal supervision
- Detail-oriented with ability to quickly internalize feedback and coaching
- Experience or willingness to work in a fast-paced, startup environment with hands-on approach
- Familiarity with email automation tools (YesWare, Salesforce Inbox, Outreach.io, ToutApp) is a plus
