Senior Director of Marketplace, ID.me
Digital identity verification platform
Be an early applicant
Digital identity verification platform
501-1000 employees
Be an early applicant
501-1000 employees
Company 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.
Role
Who you are
- 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
What the job involves
- 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
- 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
- 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
- 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
- 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
- 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
Our take
ID.me is a digital identity verification platform that simplifies how individuals prove and share their identity online. From identity proofing, authentication, and group affiliation verification the company’s services are highly scalable, as organizations across all sectors benefit from the type of technology provided by ID.me.
While there are a number of identity verification platforms in the space, ID.me has secured a considerable market share. It's formed partnerships with 31 states, multiple federal agencies, and over 500 name-brand retailers, resulting in over 100 million users - and over 70,000 individuals joining every day.
The company has raised significant funding over the years. While the intended use for new capital has yet to be specified, ID has been focusing efforts on improved customer experiences, operational enhancements, and product updates in order to maintain its competitive edge.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 14 rounds)
Apr 2023
$132m
SERIES D
Mar 2021
$100m
SERIES C
Total funding: $287.4m
Company benefits
- Company-Sponsored Medical, Dental, and Vision Plans for You and Your Family
- Paid Parental Leave
- Generous Paid Time Off
- 401K With Employer Matching
- Company-Sponsored Life Insurance
- Employee Equity Incentive Plan
- Remote Opportunities
- Multiple Lounge Areas and Game Room
- Numerous Mental Health Resources
Company values
- Make something better every day
- Inspire people with your passion
- Treat each customer like your favorite family member
- Own your mistakes so you can learn from them
- Details are everything
- Communicate like a scientist
- Don't be a jerk
- Always compete
- Be truthful (even when it's hard)
- Ask questions like a five-year-old
Company HQ
Tysons, VA
Articles
Leadership
Blake Hall
(CEO)Current Advisor at several companies, including AgentHero and Boomtown!. Former Army Officer in the U.S. Army.
Tanel Suurhans
(CTO)They have also served as the company's EVP of Technology in conjunction with being CTO. Former Software Engineer at PerfectLine and AS Delfi.
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