Senior Sales Director, Commercial & Workforce Identity Solutions
Senior Sales Director, Commercial & Workforce Identity Solutions Ideal locations- Mclean, VA, San Francisco Bay Area, and New York, NY Role Overview ID.me is seeking a dynamic Sales Director to lead and grow our Commercial and Workforce Identity Solutions business. This is a fully remote leadership role responsible for managing a small initial team of Account Executives and Account Managers driving new logo acquisition and net revenue retention (NRR) growth within existing accounts. The team is expected to scale quickly, making a growth mindset and proven experience building in high-growth environments essential. Experience in cybersecurity or identity solutions is highly preferred. Supervisory Responsibilities
- Directly manage, mentor, and develop an initial team of AEs and AMs, with the expectation of rapid team growth.
- Set clear performance expectations, conduct regular pipeline reviews, and deliver ongoing coaching to accelerate team development.
- Build and scale repeatable playbooks and processes to support a growing distributed sales team.
- Partner with Revenue Operations, Marketing, and Product to align go-to-market strategy.
- Foster a culture of accountability, continuous learning, and growth mindset across the team.
Role Responsibilities
- Own and exceed quota targets for new business acquisition (new logo) and net revenue retention across existing commercial and workforce identity accounts.
- Develop and execute a strategic territory plan targeting mid-market and enterprise organizations seeking identity verification and workforce identity solutions.
- Lead complex, consultative sales cycles from prospecting through close, engaging executive-level stakeholders (CISO, CIO, VP HR, VP IT).
- Drive expansion and upsell motions within the existing customer base to grow NRR.
- Accurately forecast pipeline and revenue on a weekly, monthly, and quarterly basis.
- Collaborate cross-functionally with Solutions Engineering, Customer Success, Product, and Legal to drive deals to close.
- Represent ID.me at industry events, conferences, and customer engagements as needed.
- Provide market and competitive intelligence to inform product and go-to-market strategy.
- Anticipate and prepare for rapid headcount and territory growth, scaling team structure proactively.
Required Skills / Abilities
- 8+ years of SaaS sales experience with a demonstrated ability to close complex enterprise deals.
- 5+ years in a sales leadership role managing and developing quota-carrying AEs and/or AMs.
- Proven track record of meeting or exceeding individual and team revenue targets.
- Experience selling into commercial or enterprise accounts with multi-stakeholder buying processes.
- Strong growth mindset with demonstrated experience scaling teams, processes, and playbooks in a fast-moving environment.
- Proficiency in pipeline management and forecasting methodologies (e.g., MEDDIC, MEDDPICC); Salesforce CRM preferred.
- Exceptional communication, negotiation, and executive presence.
- Ability to work independently and effectively in a fully remote environment while managing a distributed team.
Preferred Qualifications
The qualifications below are ideal, but not all are required. We encourage candidates to apply if they satisfy some, but not all of these qualifications.
- 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.
Education and/or Experience
- Bachelor's degree in Business, Marketing, Computer Science, or a related field; or equivalent professional experience.
- 8+ years of progressive SaaS sales experience required.
- 5+ years of sales leadership experience required.
#LI-ST2