Account Executive, Communities - Northern California

Company Overview

is the next‑generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with  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  at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations.

More than 600 consumer brands use  to verify communities and user segments to honor service and build more authentic relationships. ’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.  is committed to “No Identity Left Behind” to enable all people to have a secure digital identity.

To learn more, visit (Use the "Apply for this Job" box below)..

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 , 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.

• Own and execute a territory‑based sales strategy designed to meet or exceed bookings 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 (e.g., customer acquisition, conversion lift, fraud prevention, 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 (i.e. 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

• En…