Senior Director Marketplace

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.

The Senior Director of Marketplace Sales will play a key role in driving revenue by establishing and expanding ID.me’s marketplace presence. Reporting directly to the CRO, this leader will be responsible for leading sales strategies for ID.me’s marketplace offerings, managing high-impact partnerships, and delivering aggressive revenue targets. The ideal candidate will have a deep understanding of marketplace dynamics and experience in complex sales environments. They will collaborate closely with product, marketing, and customer success teams to ensure a seamless marketplace experience and leverage cross-functional support for sales goals.

 

Key Responsibilities:

Sales Strategy & Execution: 

  - Develop and execute a comprehensive sales strategy focused on driving revenue growth within ID.me’s marketplace business.

  - Own marketplace sales targets and KPIs, reporting regularly on revenue performance, sales pipeline, and marketplace performance.

  - Identify, prioritize, and penetrate high-value market segments to meet and exceed revenue goals.

 

Partnership Development & Relationship Management:

  - Cultivate and maintain relationships with key marketplace partners to drive growth, engagement, and revenue opportunities.

  - Negotiate partnership agreements, including pricing, contract terms, and performance metrics, ensuring alignment with ID.me’s goals and revenue objectives.

  - Serve as a marketplace expert, educating prospective partners on ID.me’s offerings and the benefits of identity verification in marketplace environments.

 

Cross-Functional Collaboration:

  - Partner with product and engineering teams to ensure marketplace products meet customer needs and are aligned with revenue goals.

  - Work with the marketing team to develop go-to-market strategies, promotional campaigns, and partner marketing initiatives that support marketplace sales objectives.

  - Collaborate with the customer success team to ensure seamless partner onboarding and maximize customer satisfaction.

 

Operational Excellence & Optimization: 

  - Implement best practices and sales processes to optimize marketplace sales operations, including lead generation, pipeline management, and forecasting.

  - Regularly analyze sales performance metrics, customer feedback, and market trends to refine strategies and enhance effectiveness.

  - Identify and execute initiatives to improve conversion rates, retention, and overall partner satisfaction within the marketplace.

 

Leadership & Team Development:

  - Recruit, mentor, and lead a high-performing marketplace sales team, fostering a results-driven, collaborative culture.

  - Provide ongoing training, coaching, and performance feedback to develop the skills of the marketplace sales team.

  - Encourage a culture of accountability, innovation, and excellence, with a focus on achieving and exceeding revenue targets.

 

Qualifications:

- Bachelor’s degree in Business Administration, Marketing, Economics, or a related field; MBA or advanced degree preferred.

- 10+ years of experience in marketplace, SaaS, or e-commerce sales, with at least 5 years in a senior leadership role.

- Demonstrated success in driving marketplace or digital sales strategies, achieving revenue goals, and managing complex partnerships.

- Strong understanding of identity verification, digital identity, or related technology solutions is a plus.

- Exceptional negotiation, communication, and presentation skills.

- Proven ability to lead and develop high-performing sales teams in fast-paced, high-growth environments.

- Analytical and data-driven approach, with experience leveraging data to inform decision-making and sales strategies.

 

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.