Senior Account Executive, Public Sector (SLED)

About this role

Company Overview

ID.me is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with ID.me once and seamlessly login across websites without having to create a new login and verify their identity again. Over 152 million users experience streamlined login and identity verification with ID.me at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations. More than 600+ consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships. ID.me’s technology meets the federal standards for consumer authentication set by the Commerce Department and is approved as a NIST 800-63-3 IAL2 / AAL2 credential service provider by the Kantara Initiative. ID.me is committed to “No Identity Left Behind” to enable all people to have a secure digital identity. To learn more, visit https://network.id.me/.

ID.me is a full-time, in-office culture. Unless a specific job description explicitly states otherwise, all roles are on-site five days per week at one of our offices in McLean, VA; Mountain View, CA; New York City, NY; or Tampa, FL. Certain roles — such as field-based sales or other remote-by-design positions — may have different work arrangements as noted in their individual postings.

At ID.me, we embrace the thoughtful use of AI tools in our daily work and there are even occasions where we leverage AI in our hiring process. However, during the interview process, we want to understand your individual skills and experiences. Therefore, we have guidelines on how AI can be appropriately used during your application and interviews which can be found here.

Role Overview

The Senior Account Executive, Public Sector (SLED) is a high-impact role responsible for spearheading new business acquisition and strategic expansion within the State, Local, and Education markets. You will act as a sophisticated navigator of the public sector, translating complex technical solutions into mission-critical outcomes for government agencies.

Key Responsibilities

• Complex Cycle Management: Lead and execute sophisticated, end-to-end sales cycles within the SLED market, often involving multi-departmental buy-in and complex RFP/RFI processes.

• Strategic Growth: Design and execute a territory play-book that contributes significantly to the company’s financial objectives and market leadership.

• Executive Relationship Building: Cultivate and maintain deep, long-term "trusted advisor" relationships with CIOs, CTOs, and Program Directors across state and local agencies.

• Cross-Functional Leadership: Partner with Customer Success and Product teams to ensure successful pilot-to-production transitions and long-term account health.

• Ecosystem Development: Identify and leverage a robust network of channel partners, system integrators (SIs), and lobbyists to accelerate market entry and deal velocity.

• Forecasting Excellence: Maintain a rigorous, predictable sales pipeline, providing accurate quarterly forecasts in a landscape known for its long lead times.

Qualifications

• The SLED Veteran: 7–15 years of demonstrable success in technology sales, with a primary focus on SLED (State, Local, and Higher Education) markets.

• Proven Track Record: A consistent history of over-achieving seven-figure quotas and closing "landmark" deals within government sectors.

• Procurement Mastery: Deep understanding of public sector procurement vehicles (e.g., NASPO, GSA, state-specific contracts) and the legislative cycles that drive funding.

• Existing Network: A "ready-to-go" book of business and high-level contacts within key state and local agencies.

• Communication Mastery: Exceptional ability to distill complex technical value propositions into compelling narratives for both technical staff and non-technical elected officials.

• Startup Agility: Experience thriving in a high-growth, fast-paced environment where proactive problem-solving and an entrepreneurial mindset are required.

• Education: Bachelor’s degree required; advanced degree or relevant certifications in Public Administration or Business preferred.

THIS POSTING IS FOR A CURRENT VACANCY AND THE EMPLOYER INTENDS TO FILL THIS POSITION BY 9/15.
The annual base salary listed does not include a company…