Senior Director Marketplace

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.