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ID.me is seeking a Sales Director to lead and grow the Commercial and Workforce Identity Solutions business. This fully remote leadership role involves managing a small initial team of Account Executives and Account Managers focused on new logo acquisition and net revenue retention (NRR) growth. The team is expected to scale quickly.
Key supervisory responsibilities include directly managing, mentoring, and developing AEs and AMs with rapid team growth expectations. You will set clear performance expectations, conduct regular pipeline reviews, and deliver ongoing coaching. You'll build and scale repeatable playbooks and processes for a distributed sales team, partner with Revenue Operations, Marketing, and Product on go-to-market strategy, and foster a culture of accountability and continuous learning.
Core role responsibilities encompass owning quota targets for new business acquisition and NRR across commercial and workforce identity accounts. You will develop and execute strategic territory plans targeting mid-market and enterprise organizations, lead complex consultative sales cycles engaging executive-level stakeholders (CISO, CIO, VP HR, VP IT), and drive expansion/upsell motions within the existing customer base. Additional duties include accurate pipeline and revenue forecasting, cross-functional collaboration with Solutions Engineering, Customer Success, Product, and Legal, representing ID.me at industry events, providing market and competitive intelligence, and proactively scaling team structure.
Required qualifications: 8+ years of SaaS sales experience closing complex enterprise deals, 5+ years in sales leadership managing quota-carrying AEs/AMs, proven track record of meeting/exceeding revenue targets, experience selling into commercial/enterprise accounts with multi-stakeholder buying processes, strong growth mindset with demonstrated experience scaling teams and processes in fast-moving environments, proficiency in pipeline management and forecasting methodologies (MEDDIC/MEDDPICC preferred), Salesforce CRM experience preferred, exceptional communication and negotiation skills, and ability to work independently in a fully remote environment while managing a distributed team. Experience in cybersecurity or identity solutions is highly preferred.
