Senior Sales Director, Commercial & Workforce Identity Solutions

About the role

ID.me is looking for a Senior Sales Director to drive growth in our Commercial and Workforce Identity Solutions division. This leadership position involves managing and expanding a sales team focused on acquiring new clients and increasing revenue from existing accounts. The ideal candidate will thrive in a fast-paced, high-growth setting and possess a background in cybersecurity or identity solutions.

Key facts

What you'll do

• Supervise, mentor, and develop an initial team of Account Executives and Account Managers, with plans for rapid expansion.
• Establish performance goals, conduct pipeline reviews, and provide ongoing coaching to accelerate team development.
• Create and implement scalable sales processes and playbooks for a distributed sales team.
• Collaborate with Revenue Operations, Marketing, and Product teams to align go-to-market strategies.
• Cultivate a team culture emphasizing accountability, continuous learning, and a growth mindset.
• Achieve and surpass quota targets for new business acquisition and net revenue retention in commercial and workforce identity accounts.
• Develop and execute a strategic plan to target mid-market and enterprise organizations for identity verification and workforce identity solutions.
• Lead complex, consultative sales cycles from initial prospecting to closing, engaging executive stakeholders like CISOs, CIOs, VPs of HR, and VPs of IT.
• Drive expansion and upsell opportunities within the current customer base to increase net revenue retention.
• Provide accurate weekly, monthly, and quarterly forecasts for pipeline and revenue.
• Work cross-functionally with Solutions Engineering, Customer Success, Product, and Legal to close deals.
• Represent ID.me at industry events, conferences, and customer engagements as needed.
• Offer market and competitive insights to inform product and go-to-market strategies.
• Proactively plan for and manage rapid growth in headcount and territory.

Requirements

• 8+ years of experience in SaaS sales, with a proven ability to close complex enterprise deals.
• 5+ years in a sales leadership role, managing and developing quota-carrying Account Executives and/or Account Managers.
• Demonstrated success in meeting or exceeding individual and team revenue targets.
• Experience selling into commercial or enterprise accounts with multi-stakeholder buying processes.
• Strong growth mindset and experience scaling teams, processes, and playbooks in a dynamic environment.
• Proficiency in pipeline management and forecasting methodologies.
• Exceptional communication, negotiation, and executive presence.
• Ability to work independently and effectively in a fully remote setting while managing a distributed team.
• Bachelor's degree in Business, Marketing, Computer Science, or a related field; or equivalent professional experience.

Nice to have

• Background in cybersecurity, identity and access management (IAM), or digital identity solutions.
• Experience selling workforce identity, SSO, MFA, or identity verification platforms.
• Familiarity with key verticals such as financial services, healthcare, government contracting, or HR technology.
• Prior experience at a high-growth or Series B/C/D+ stage company.
• Experience building or scaling an outbound sales motion from the ground up.

Skills & tools

• Salesforce CRM (preferred)
• MEDDIC, MEDDPICC (forecasting methodologies)

Practical notes

ID.me offers comprehensive benefits including medical, dental, vision, HSA, FSA, life and AD&D insurance, 401(k) with company match, parental leave, unlimited paid time off (subject to policy), 8 company holidays, short and long-term disability, accident and critical illness insurance, referral bonuses, EAP, pet insurance, travel assistance, wellbeing and childcare discounts, and learning and development benefits. ID.me participates in E-Verify.