Account Executive

Account Executive

Identity Fusion (IDF) partners with some of the world's largest enterprises, yet size never defines our approach, every client receives the white-glove treatment of a Fortune 50 powerhouse. As a fast-growing organization with boundless opportunity, Identity Fusion is seeking an experienced Account Executive to personally originate, develop, and close enterprise opportunities across North America. This high-impact, individual contributor role demands ownership of pipeline generation, executive engagement, strategic pursuits, and revenue attainment, all while carrying a sales quota and driving growth in a dynamic, high-energy environment.

This is not a traditional sales position. The successful candidate will be expected to remain actively engaged in the market, develop opportunities through personal relationships and disciplined outbound activity, and lead complex sales pursuits from initial qualification through contract execution.

Identity Fusion is entering an important period of growth as enterprise demand for identity security, Identity and Access Management, managed services, and modern cybersecurity solutions continues to expand. This role offers the opportunity to be at the center of that growth by opening doors, building trusted executive relationships, and converting market opportunity into measurable revenue.

The Account Executive will sell Identity Fusion's consulting services, managed services, and strategic software partnerships. The individual will also develop productive relationships with technology vendors, channel partners, advisory firms, and other organizations capable of generating immediate and meaningful sales opportunities.

The ideal candidate is a proven enterprise sales professional who understands that major opportunities are rarely won from behind a desk. They are developed through credibility, persistence, executive access, industry knowledge, and the ability to connect a customer's business problem to a practical solution.

Responsibilities

• Personally originate, qualify, develop, and close enterprise sales opportunities across North America.
• Carry and consistently achieve or exceed an individual sales quota tied to bookings, revenue, and pipeline objectives.
• Build a sustainable pipeline through personal networking, targeted outbound activity, referrals, industry relationships, executive introductions, conferences, and partner-generated opportunities.
• Lead strategic pursuits from initial discovery and qualification through solution development, proposal, negotiation, and contract execution.
• Maintain direct ownership of the company's largest and most strategic opportunities until additional sales resources are hired and appropriately transitioned.
• Sell Identity Fusion's full portfolio of consulting services, implementation services, advisory services, managed services, and software partner solutions.
• Develop account strategies that address customer business objectives, security priorities, regulatory pressures, operational risks, and identity modernization requirements.
• Maintain accurate opportunity, pipeline, forecasting, and customer activity information within the company's CRM platform.

• Build and maintain trusted relationships with CIOs, CISOs, Chief Risk Officers, IAM leaders, cybersecurity executives, procurement leaders, and other senior stakeholders.
• Serve as a credible business advisor who can translate identity and cybersecurity challenges into business, operational, financial, and risk-management outcomes.
• Engage executive sponsors throughout the sales process and maintain strong relationships after contract execution.
• Expand existing customer relationships by identifying additional consulting, implementation, managed service, and software opportunities.
• Work closely with delivery and customer leadership to ensure account growth is built upon customer value, successful outcomes, and long-term trust.
• Represent Identity Fusion at customer meetings, executive briefings, industry conferences, partner events, and other strategic market activities.

• Lead complex enterprise pursuits involving multiple stakeholders, technical requirements, procurement processes, partner relationships, and extended sales cycles.
• Coordinate with solution architects, delivery leaders, vendor partners, and executive management to develop compelling and achievable customer solutions.
• Support the development of proposals, statements of work, pricing strategies, executive presentations, and contract negotiations.
• Understand customer buying processes, funding cycles, decision criteria, competitive alternatives, and organizational priorities.
• Maintain momentum throughout lengthy sales cycles and establish clear next steps, decision points, and mutual action plans.
• Provide market intelligence, competitive information, and customer feedback to the CRO and executive leadership team.

• Develop relationships with technology vendors, advisory firms, integrators, resellers, cloud providers, and strategic alliance partners that can produce immediate sales opportunities.
• Create joint account plans and coordinated pursuit strategies with selected partners.
• Identify opportunities where Identity Fusion can support vendor implementation, modernization, migration, advisory, or managed service requirements.
• Develop referral relationships with organizations and individuals that have access to enterprise IAM and cybersecurity decision-makers.
• Ensure partner relationships are measured by qualified opportunities and revenue contribution rather than activity alone.

• Establish a visible and credible presence within the identity security, IAM, cybersecurity, and digital transformation markets.
• Participate in industry conferences, customer events, executive forums, webinars, and networking activities.
• Use professional relationships, market knowledge, and thought leadership to initiate conversations with prospective customers.
• Travel as necessary for customer meetings, conferences, partner sessions, and strategic pursuits.
• Collaborate with Marketing to support targeted campaigns, executive outreach, events, content, and account-based marketing initiatives.

Required Qualifications

• Five or more years of successful enterprise sales experience within cybersecurity, Identity and Access Management, technology consulting, managed services, or related markets.
• A demonstrated record of personally originating and closing complex enterprise opportunities.
• Experience carrying and achieving a significant individual sales quota.
• Established relationships with enterprise CIOs, CISOs, IAM executives, cybersecurity leaders, technology vendors, and industry partners.
• Strong understanding of complex enterprise sales cycles, consultative selling, value-based selling, and solution-oriented sales methodologies.
• Demonstrated ability to build pipeline through direct networking, outbound activity, referrals, partners, and executive relationships.
• Experience selling professional services, consulting services, implementation services, managed services, or enterprise software solutions.
• Ability to lead opportunities involving multiple internal and external stakeholders, lengthy decision cycles, formal procurement processes, and complex contractual requirements.
• Strong executive communication, presentation, negotiation, and relationship-development skills.
• Experience developing proposals, pricing strategies, account plans, pursuit strategies, and revenue forecasts.
• Ability to operate independently, maintain disciplined sales activity, and remain accountable for measurable revenue results.
• Willingness and ability to travel for customer meetings, conferences, partner events, and strategic pursuits.

Preferred Qualifications

• Experience selling Identity and Access Management, identity governance, customer identity, privileged access management, authentication, authorization, identity orchestration, or identity security solutions.
• Experience selling a combination of consulting services, managed services, and software partner solutions.
• Existing relationships within enterprise IAM, cybersecurity, financial services, healthcare, insurance, government, critical infrastructure, or other regulated industries.
• Experience working with software vendors, cloud providers, systems integrators, MSSPs, VARs, and strategic alliance partners.
• Experience supporting vendor-led implementation opportunities and jointly pursuing enterprise accounts.
• Familiarity with identity modernization, Zero Trust, cloud security, regulatory compliance, cyber-risk reduction, and enterprise transformation programs.
• Prior experience working directly with a CRO, CEO, or senior executive leadership team in a growth-oriented organization.

Performance Expectations

The Sales Executive will be evaluated primarily on measurable sales performance, including:

• Individual quota attainment
• Qualified pipeline generation
• New enterprise customers
• Expansion revenue from existing accounts
• Strategic opportunities originated and closed
• Partner-generated opportunities and revenue
• Forecast accuracy and sales discipline

Success in this role will be defined by revenue produced, relationships established, opportunities advanced, and customers won.

Compensation Information

The compensation package includes a base salary and an performance-based commission structure aligned with individual sales results. The final compensation package will be determined based on experience, qualifications, geographic location, industry relationships, demonstrated sales performance, and overall fit for the role.

Additional incentives may include annual performance bonuses, management-by-objective participation, equity grants, and other company-sponsored reward programs.

Benefits - Why Identity Fusion?

Identity Fusion