Senior Account Executive, Public Sector

About the role

ID.me is seeking a Senior Account Executive, Public Sector to own the end-to-end sales process for SLED customers and drive new business growth across state, local, and education markets. This role owns the full sales cycle, from initial discovery through complex procurement and implementation, ensuring successful conversion of government opportunities into long-term partnerships. The Senior Account Executive will translate intricate identity and access management solutions into mission-critical outcomes that address public sector compliance, security, and citizen service objectives. They will build and maintain trusted advisor relationships with key stakeholders, including CIOs, CTOs, and program directors, to position ID.me as a strategic partner in digital transformation initiatives. Success in this role requires navigating multi-departmental buy-in, managing lengthy procurement cycles, and closing landmark deals that expand ID.me's footprint within the public sector ecosystem. The individual will also contribute to forecasting accuracy and pipeline development to support company revenue goals in a government-focused territory.

Key facts

What you'll do

Lead and execute sophisticated, end-to-end sales cycles within the SLED market, managing multi-departmental stakeholders and complex RFP and RFI processes.

Design and execute a territory-specific play strategy that significantly contributes to company financial targets and strengthens market leadership in public sector segments.

Cultivate deep, long-term "trusted advisor" relationships with CIOs, CTOs, and program directors across state, local, and education government agencies.

Partner closely with Customer Success and Product teams to ensure seamless pilot-to-production transitions and sustained long-term account health.

Identify and leverage a robust network of channel partners, system integrators (SIs), and lobbyists to accelerate market entry and improve overall deal velocity.

Maintain a rigorous, predictable sales pipeline and deliver accurate quarterly forecasts despite long public sector sales cycles and evolving budget timelines.

Translate complex technical identity and verification solutions into compelling, audience-specific narratives for both technical evaluators and non-technical elected officials.

Thrive in a high-growth, fast-paced entrepreneurial environment by demonstrating proactive problem-solving and adaptability to shifting public sector requirements.

Develop and maintain a "ready-to-go" book of business, including high-level contacts and strategic relationships within priority state and local agencies.

Navigate public sector procurement vehicles such as NASPO, GSA, and state-specific contracts, ensuring full compliance with legislative cycles and funding mechanisms.

Earn a Bachelor's degree as a minimum requirement; hold an advanced degree or relevant certifications in Public Administration, Business, or a related field when available.

Bring 7-15 years of demonstrable success in technology sales, with a primary focus on SLED (State, Local, and Higher Education) markets and a proven ability to close seven-figure quotas.

Maintain a documented history of over-achieving on sales targets and closing landmark government deals that establish credibility within public sector organizations.

Demonstrate deep mastery of public sector procurement processes, including familiarity with GSA schedules, NASPO frameworks, and state contract vehicles.

Articulate the ability to distill intricate technical value propositions into clear, concise messages that resonate with diverse stakeholders, from IT staff to policy makers.

Show experience operating effectively in high-growth startup environments where agility, ownership, and entrepreneurial thinking drive results.

Prioritize ethical sales practices and uphold ID.me's commitment to transparency, compliance, and equal opportunity in all public sector engagements.

Requirements

7-15 years of technology sales experience with a primary focus on SLED (State, Local, and Education) markets and a consistent record of meeting or exceeding quota.

A proven history of closing seven-figure deals within government sectors and the ability to manage complex, long-cycle procurement processes.

Deep understanding of public sector procurement mechanisms, including NASPO, GSA, and state-specific contract regulations and legislative funding cycles.

An existing network of qualified contacts and business opportunities within state and local government agencies.

Exceptional communication skills enabling clear messaging for both technical audiences and non-technical decision makers.

Experience working in fast-paced, high-growth startup environments with an entrepreneurial mindset and strong initiative.

Bachelor's degree required; preference for advanced education or certifications in Public Administration, Business, or related disciplines.

Ability to maintain strict confidentiality and handle sensitive identity and access management information in government contexts.

Willingness to comply with ID.me guidelines on AI use during the hiring process and to demonstrate authentic skills and experiences in interviews.

Eligibility to work in the United States without sponsorship for this role as defined in the job description.

Nice to have

Experience with identity governance, credential service providers, or digital wallet ecosystems in public or private sectors.

Familiarity with federal identity standards such as NIST 800-63-3, IAL2, and AAL2 requirements.

Background working with K-12 or higher education institutions on technology adoption and compliance initiatives.

Knowledge of E-Verify participation and public sector employment verification processes.

Practical notes

This is a full-time, in-office role. Unless otherwise specified, positions are based in one of the following locations: McLean, VA; Mountain View, CA; New York City, NY; or Tampa, FL. Certain roles, such as field-based sales, may have different arrangements as noted in individual postings. Candidates must be eligible to work in the United States without sponsorship for this position.