Senior Account Executive, Public Sector

About the role

You own the end-to-end sales strategy and execution for new business acquisition within State, Local, and Education (SLED) markets, translating complex identity solutions into mission-critical outcomes for government agencies. You serve as a sophisticated navigator of the public sector ecosystem, building and maintaining "trusted advisor" relationships with CIOs, CTOs, and Program Directors to drive long-term strategic partnerships. You design and execute a territory play-book that directly contributes to the company's financial objectives and market leadership in public sector identity verification. You lead complex, multi-departmental sales cycles that navigate RFP and RFI processes while ensuring alignment with federal and state procurement standards. You partner cross-functionally with Customer Success and Product teams to ensure smooth pilot-to-production transitions and sustained account health. You leverage a robust network of channel partners, system integrators, and lobbyists to accelerate market entry and deal velocity in the public sector landscape.

Key facts

What you'll do

• Execute sophisticated, end-to-end sales cycles within the SLED market, managing multi-departmental buy-in and complex procurement processes including RFP and RFI responses.
• Design and execute a comprehensive territory play-book that drives significant contribution to company financial objectives and establishes market leadership in public sector identity solutions.
• Cultivate and maintain deep, long-term "trusted advisor" relationships with CIOs, CTOs, and Program Directors across state, local, and education government agencies.
• Partner with Customer Success and Product teams to ensure seamless pilot-to-production transitions and ongoing account health for public sector customers.
• Identify and leverage a robust network of channel partners, system integrators (SIs), and lobbyists to accelerate market entry and increase deal velocity.
• Maintain a rigorous, predictable sales pipeline with accurate quarterly forecasting in a long-cycle public sector environment.
• Translate complex technical identity solutions into mission-critical outcomes that address government agency priorities and compliance requirements.
• Develop strategic growth initiatives that expand ID.me presence across SLED verticals and customer segments.
• Represent ID.me as a thought leader in public sector identity and digital verification at industry forums and stakeholder meetings.
• Collaborate with internal stakeholders to shape sales strategies that align with evolving public sector needs and procurement landscapes.
• Drive adoption of ID.me's digital identity wallet by demonstrating clear value propositions to government decision-makers.
• Ensure all sales activities and customer engagements adhere to company standards and public sector regulatory frameworks.

Requirements

• The SLED Veteran with 7-15 years of demonstrable success in technology sales, with a primary focus on SLED (State, Local, and Higher Education) markets.
• A consistent track record of over-achieving seven-figure quotas and closing landmark deals within government sectors.
• Deep mastery of public sector procurement vehicles such as NASPO, GSA, and state-specific contracts, along with understanding of legislative cycles that drive funding.
• An existing "ready-to-go" book of business and high-level contacts within key state and local agencies.
• Proven ability to navigate complex public sector sales cycles involving multi-departmental stakeholders and bureaucratic processes.
• Strong experience with RFP and RFI processes specific to government technology acquisitions.
• Demonstrated success in building and maintaining executive-level relationships with government technology leaders.
• Thorough understanding of federal identity and authentication standards, including compliance with NIST guidelines.
• Ability to manage multiple concurrent sales opportunities and prioritize effectively in a long-cycle sales environment.
• Excellent communication and presentation skills tailored to executive and technical audiences in government settings.
• Willingness to travel within assigned territory to meet with agency stakeholders and attend industry events as required.
• Commitment to upholding ID.me's values of trust, security, and "No Identity Left Behind" in all public sector engagements.
• Adherence to ID.me's policies regarding AI use in the hiring process and application interviews as outlined in company guidelines.
• Full-time, in-office work arrangement with presence required at one of the company offices including New York City, five days per week unless otherwise specified.

Practical notes

• Full-time, in-office role requiring presence at one of the company offices five days per week.
• Work location options include New York, New York; McLean, Virginia; Mountain View, California; or Tampa, Florida.
• Certain roles such as field-based sales may have different remote arrangements as noted in individual postings.
• Travel within assigned territory may be required for client meetings and industry events.
• Applicants must comply with ID.me's guidelines on AI use during interviews and application processes.
• Employment is contingent upon successful completion of background checks and compliance with public sector security requirements.
• The role involves long sales cycles typical of government technology procurement, requiring patience and strategic persistence.
• Candidates must be able to demonstrate how their experience aligns with the outlined requirements using concrete examples and verifiable achievements.

This role represents a significant opportunity to drive digital identity transformation at the public sector level while contributing to a mission-driven organization committed to secure and accessible identity for all.