Account Executive, Communities - Northern California Mountain View, California,

Account Executive, Communities - Northern California

Mountain View, California, United States

is the next‑generation digital identity wallet that simplifies how individuals securely prove their identity online. Over 152 million users experience streamlined login and identity verification with  at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations.  Communities is the company’s high‑growth commercial offering focused on customer acquisition and revenue expansion.

• Own and execute a territory‑based sales strategy designed to meet or exceed booking targets, prioritizing high‑ACV opportunities where  has a clear right to win.
• Spend time in the field with prospects and customers, building executive‑level relationships, strengthening trust, and accelerating deal progression through in‑person engagement.
• Proactively build and manage a qualified pipeline of enterprise retailers and ecommerce brands, leveraging persona‑based messaging and partnering with Business Development to drive consistent coverage and measurable pipeline growth.
• Lead consultative, value‑based discovery to uncover core business challenges such as customer acquisition, conversion lift, fraud prevention, and margin protection, and quantify the financial impact  Communities can deliver.
• Clearly articulate ’s commercial value proposition—verification plus distribution—through compelling presentations, demos, and proposals that translate technical capabilities into revenue growth and ROI.
• Develop strong product and industry acumen to confidently navigate technical conversations, address competitive dynamics, and manage complex procurement processes.
• Build internal alignment and political capital to effectively progress opportunities, identify risks early, and proactively drive resolution.
• Partner cross‑functionally with Marketing, Solutions Consulting, and Customer Success to ensure seamless handoff, long‑term value realization, expansion opportunities, and referrals.
• Maintain deep awareness of industry trends, competitive positioning, and evolving community‑based marketing strategies to continuously refine territory execution and maximize impact.

• At least 5 years in a quota‑carrying, "hunter" sales role.
• Year‑over‑year track record of achieving quota and being recognized as a top performer.
• Knowledge of e‑commerce, Mar Tech, and performance marketing personas and budgets.
• Experience working with customers in apparel, consumer electronics, home goods, and/or sports and outdoors segments.
• Closed opportunities with ACVs ranging from $100k to $1m on 6 to 12 month sales cycles.
• Trained in leading sales methodologies (e.g., Command of the Sale, Message).
• Experience selling technology into commercial markets, specifically top internet retailers.
• Demonstrated success in interfacing with customers and building trust.
• Experience working for a team in a startup at a growth stage is highly desired.
• Experience with Salesforce.

• Entrepreneurial personality, capable of effectively solving problems with minimal guidance.
• Results‑driven, highly organized and detail‑oriented with the ability to multitask.
• Excellent written and verbal communication skills and ability to communicate to a broad range of audience types at all levels of the organization.
• Ability to build relationships with customers.
• Ability to manage the sales cycle from start to finish.
• Ability to work independently and as part of a team.
• Superb planning and time‑management skills, ability to prioritize tasks and meet deadlines with little supervision.
• Willingness to learn and adapt.
• Competitive Compensation.

offers comprehensive medical, dental, vision, health savings account, flexible spending accounts, basic and voluntary life and AD&D insurance, 401(k) with company match, parental leave, unlimited paid time off subject to the PTO policy, disability insurance, referral bonus policy, employee assistance program, pet insurance, travel assistant program, wellbeing and childcare discounts, benefit advocates, and learning and development benefit.

Pay Range: $150,000 - $150,000 USD