ID.me

Vice President of Commercial Sales

Location : Location US-VA-McLean
Sales

Overview

ID.me is searching for a results-oriented Vice President of Commercial Sales. The ideal candidate will have a strong technical background and experience selling to the CTO and/or CIO. The candidate must have experience closing ACV greater than $100k, navigating multi-stakeholder sales, and have solution selling experience. The candidate must have experience establishing and cultivating trusted relationships between the sales team and customers.

The VP of Commercial Sales is responsible for closing new accounts and growing existing accounts. We’re looking for a candidate who is a superb verbal and written communicator and has a knack for distilling complex ideas and technology into simple points. This role will require you to guide high-level strategy while also rolling up your sleeves to support the team with the day-to-day.

The VP of Commercial Sales is responsible for building and managing effective teams and processes that lead to consistent results. You will lead and grow a team of Account Executives, Account Managers, and Customer Success Associates. ID.me’s Commercial Sales team sells into a variety of verticals (e.g. Hospitality, Automotive, Healthcare, and Ticketing). You must have the intellectual ability and curiosity to understand customer needs across a variety of industries so you are a credible and effective partner.

ID.me has a proven “land and expand” model with Net Negative Churn. You will work closely with Marketing and Product to maximize growth. In addition, you will work with Sales Support to initiate customized proposals and communication for prospective clients. You will develop familiarity with potential clients to best meet their needs and to field inquiries. You will also organize and conduct sales presentations, site visits and product demonstrations to prospects and will represent ID.me in a consistent and professional manner.

At all times, you will need to cultivate mutually beneficial relationships and maintain a solid knowledge of ID.me's technology and customer needs. You must demonstrate leadership, manage through effective sales planning, and work in a positive and motivating way with internal counterparts and external clients.

Responsibilities

  • Own the P&L for Commercial Sales. Meet revenue targets set forth in the Company Plan
  • Build, coach, develop, and manage a high performing sales and customer success team
  • Work with finance to design and implement annual sales targets and quotas
  • Close sales opportunities with blue-chip brands in target verticals
  • Create process and “playbooks” that drive revenue growth for Onboarding, Upsell, and Cross-Sell
  • Develop new business with existing clients and identify areas of improvement to beat sales quotas
  • Work with marketing to iterate demand generation strategies and collateral based on market feedback
  • Accelerate customer adoption
  • Work with partners to extend reach and drive adoption
  • Lead contract negotiations
  • Develop long-term strategic relationships with key accounts
  • Ensure customer happiness and success
  • Moderate travel (25%)

Qualifications

  • 10+ years of quota exceeding performance selling Enterprise solutions
  • Experience selling B2B SaaS software solutions
  • A track record of developing a greenfield territory, adding net new logos in an Enterprise software role
  • Hunter mentality with solid Sales DNA
  • Strong verbal and written communications skills
  • Extensive customer network
  • Must live in the DC area
  • BS/BA degree strongly preferred
  • Salesforce experience a plus
  • Experience at a fast-paced startup a plus

 

Vision: To be the world’s leading digital identity network empowering people to control their own information and to prove their credentials across all channels: online, call center, and in-person.

 

Mission: To make the world a more trusted place by delivering the highest level of security with the least amount of friction at the lowest possible cost.

 

People: We have an audacious mission. We aim to fix the identity layer of the internet. Billions of people will live better lives with more trust and convenience thanks to ID.me. We are like Special Forces. We take on the most difficult challenges with amazing teammates


Our Core Values:
*Don't be a jerk. *Always compete. *Ask questions like a 5-year old. *Inspire people with your passion. *Make something better every day. *Treat each customer like your favorite family member. *Own your mistakes so you can learn from them. *Details are everything. *Act like a scientist, not a talking head. *Be truthful (even when it's hard). *Reflect ID.me's values in your actions. *If the rule prevents the right outcome, then break the rule

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