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Sales Development Representative - Public Sector (Federal + State opps available)

McLean, Virginia

Company Overview

ID.me is a high-growth enterprise software company that simplifies how people prove and share their identity online.  The company empowers people to control their data through a portable and trusted login, which means they don’t need to create a new password when visiting sites that have the ID.me button.  ID.me’s digital identity network has over 117 million registered members, and is used by fourteen federal agencies, agencies in 30 states and over 600 corporations for secure identity proofing and verification.

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. In addition to helping people control their credentials and data, the company’s “No Identity Left Behind” initiative strives to expand digital access and inclusion for all people. The company offers multiple pathways to identity verification – online self-serve, live video chat agents, and in person.  ID.me is passionate about building a robust identity network that does not compromise access for traditionally underserved groups.

ID.me has received numerous awards including Deloitte’s 2023 Technology Fast 500, Washington Business Journal’s Fastest Growing Companies, Entrepreneur Magazine’s 100 Brilliant Companies and Wall Street Journal’s Startup of the Year finalist.  In recent quarters, ID.me announced it raised $132 million in Series D funding, led by Viking Global Investors with participation from CapitalG, Morgan Stanley Counterpoint, FTV Capital, PSP Growth, Auctus Investment Group, Moonshots Capital, and Scout Ventures. ID.me’s most recent round brings the total investment in ID.me to over $275 million since its founding in 2010.

Role Overview

ID.me is looking for a highly energetic and driven individual with sound business acumen and natural sales instincts to join us as a Sales Development Representative to grow our qualified lead pipeline. 

The ideal candidate is a self-starter with a track record of quota attainment as a Business Development Representative or Sales Development Representative selling standalone software solutions. You will be responsible for identifying new sales prospects, developing and executing marketing campaigns as well as email and call campaigns, and setting meetings for Account Executives after new leads are qualified.

Candidates applying for this role must have 3+ years of Business Development experience with Government Sales. This in-office position is located in McLean, VA.

The Impact You Will Make:

  • Coordinate outbound prospecting to include researching accounts and identifying key players to build prospect lists
  • Develop, coordinate, and execute multi-target, multi-touch email and calling campaigns for target accounts and prospects that generate interest and new leads
  • Create and maintain playbooks to identify key personas in target markets
  • Qualify new leads and set meetings for Account Executives
  • Develop and maintain daily outreach plans to maximize touch points, including pre-call planning, adhering to metrics and customizing scripts to market segments and prospect type
  • Understand how ID.me products match with target segment business priorities to effectively and independently distill and deliver the ID.me value proposition, articulating ID.me products, features, and benefits over the phone and via email
  • Become a trusted resource and develop solid relationships with prospects
  • Track prospect interaction in Salesforce to ensure efficient lead management and easily summarize feedback
  • Deliver individual daily/weekly activity volume, sales goals, and opportunity production

About You:

  • You are obsessed with continual improvement.
  • You value building and maintaining relationships, and can point to how that impacts your success.
  • You are a self-starter and fast learner, hungry for knowledge to hone your approach at every opportunity.
  • You hit or exceed your quota consistently.
  • You have a reputation as an analytical problem solver and are just as likely to receive a  letter of recommendation from an Account Executive as you are from your boss.
  • Ability to thrive when there are changing priorities and shifting of gears.
  • You are a team player and looking to uplevel your peers and teammates to hit our aggressive targets.  
  • 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 an entrepreneurial mindset.
  • You have a background in marketing or communications and understand how messaging can drive sales and relationships.

 

Qualifications:

  • At least 3+ years of experience working as a sales development representative or account manager with a track record of success.
  • Bachelor’s degree (preferably in Marketing, Communications, Business, or related field).
  • Experience selling into government markets at the state and local level will be prioritized.
  • Comfortable talking on the phone with exceptional objection handling.
  • Entrepreneurial attitude, specifically tenacity, resourcefulness and a strong desire to win.
  • Ability to gather and use data to analyze business opportunities and persuade others.
  • Superb time management, prioritization of tasks and ability to meet deadlines with little supervision.
  • Detail-oriented with the ability to quickly internalize and put feedback and coaching into practice.
  • Experience and/or willingness to work in a fast-paced, startup environment with a hands-on approach.
  • Familiarity with email automation solutions such as YesWare, Salesforce Inbox, Outreach.io, ToutApp a plus.



ID.me maintains a work environment free from discrimination, where employees are treated with dignity and respect. All ID.me employees share in the responsibility for fulfilling our commitment to equal employment opportunity. ID.me does not discriminate against any employee or applicant on the basis of age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. ID.me adheres to these principles in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, social and recreational programs, and discipline. In addition, ID.me's policy is to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws, regulations and ordinances where a particular employee works. Upon request we will provide you with more information about such accommodations.

Please review our Privacy Policy, including our CCPA policy, at id.me/privacy. If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.

ID.me participates in E-Verify.

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