Strategic Account Executive, Public Sector, Federal Defense and Security (Virginia, DC Area)

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.

Strategic Account Executive, Public Sector, Federal Defense and Security

As a Strategic Account Manager, you will be the focal point and leader of our go-to market strategy for our federal team’s support to the Department of Homeland Security, the Department of War, and the Department of Veteran Affairs. Reporting directly to the SVP, Federal and Healthcare, you will be leading a cross-functional team across customer success, analytics, field marketing, solutions engineering, and other functions. You are considered the business unit lead for your part of the portfolio and will identify and pursue opportunities where ID.me’s product and service offerings will create tremendous value for public sector entities by increasing access rates through digital channels, fraud prevention, improving customer experience, and improving workflow efficiency.

The Impact You Will Make

• Drive the entire growth process internally and externally, running your territory as your own business. You will report directly to the executive team and budget owner.

• Understand the strategic competitive landscape and customer needs to effectively position ID.me’s industry leading solutions. This is a large, untapped market that requires solving problems for, and selling to, sophisticated buyers.

• Manage complex sales cycles from start to finish with a track record of successful revenue attainment.

• Leverage opportunities within relevant networks while establishing mutually beneficial relationships with strategic partners and alliances.

• Create cross-functional relationships while pulling together different business units to maximize sales opportunities.

• Manage with data through accurate and timely customer, pipeline, and forecast data.

About You

• You have a strong sense of mission and “giving back” to our nation’s security

• You are inspired by the idea of stopping fraud and helping underserved populations access hard-earned benefits

• You have a proven track record solving complex problems in a government context and delivering value to mission-oriented organizations

• You have a reputation as an analytical problem solver and are just as likely to receive a letter of recommendation from a customer as a former employer.

• You are a team player and looking to uplevel your peers and teammates

• You are an excellent communicator that can take complex topics and distill them into easy-to-understand messages

• You have a bias to act and have an entrepreneurial mindset

Qualifications

• 5+ years of enterprise SaaS sales experience or management consulting experience.

• BA or Graduate degree in economics, engineering, or another quantitative field

• Successful and consistent attainment over multiple years against quota

• Experience selling to Federal agencies- VA, DHS, DoW

Preferred Qualifications

• Identity or cybersecurity background is a plus.

• Experience at a top-tier consulting…