National Account Executive – Financial Institutions

Description

Our Company:

At IDI, we deliver innovative identity intelligence solutions. Our proprietary technologies and advanced analytical capabilities empower organizations to operate with confidence, providing real-time identification and location of individuals, businesses, assets, and their interrelationships. With a focus on identity verification, risk mitigation, due diligence, fraud detection and prevention, regulatory compliance, and customer acquisition, our intelligent platform, CORE™, caters to organizations of all sizes, transforming data into intelligence for frictionless commerce, safety, and reduced fraud. 

The Role:

We are seeking a highly motivated and experienced National Account Executive - Financial Institutions to drive new business and expand existing relationships with financial institutions. This role will focus on selling our suite of information solutions leveraged by financial institutions for identity verification, compliance (i.e., KYC and KYB), portfolio risk management, 1st party collections, and marketing.

This role is ideal for a consultative sales professional who understands the financial services ecosystem, has a track record of success selling complex data-driven solutions, and can navigate C-suite and senior-level conversations with banks, credit unions, fintech, and specialty finance providers.

What You Will Do:

New Business Development

• Identify, qualify, and close new revenue opportunities with financial institutions across assigned territory/accounts.
• Develop executive-level relationships with CROs, CIOs, CMOs, Heads of Risk, Collections, Compliance, and Procurement teams.  
• Leverage a strong professional network within the financial services industry to accelerate introductions and deal velocity.  

Account Growth & Relationship Management

• Build and execute comprehensive account plans including relationship mapping, multi-threaded engagement strategies, and whitespace analysis.  
• Expand relationships across lines of business, technology, and procurement functions to drive cross-sell and upsell opportunities.  
• Serve as a trusted advisor to clients by understanding their challenges and aligning solutions to business objectives.

Solution Selling

• Articulate and quantify the value of data-driven solutions for customer acquisition, retention, fraud detection, compliance, portfolio risk management, and collections.
• Conduct executive-level presentations and lead solution design discussions with pre-sales and product experts.
• Lead champion / challenger data evaluations. 
• Collaborate with product managers and data science teams to design and deliver client-specific demonstrations and POCs.  

Market & Industry Expertise

• Stay current on regulatory developments, industry trends, and competitor offerings that impact marketing, risk, and collections practices.
• Manage and navigate complex procurement processes typically associated with selling into regulated financial institutions including vendor due diligence, RFP responses, security reviews, and compliance approvals. 
• Leverage deep understanding of client budgeting and ROI frameworks to build compelling business cases that justify vendor transitions or new vendor onboarding.  
• Influence decision-making by aligning IDI solutions with client priorities pertaining to regulatory compliance, cost efficiency, revenue growth, and / or risk reduction.  
• Provide feedback to product and marketing teams to help shape go-to-market strategy.

Sales Process Management

• Manage complex sales cycles with multiple stakeholders.
• Accurately forecast pipeline and deliver against quarterly and annual revenue targets.
• Maintain active engagement with C-suite and functional leaders to keep opportunities advancing through extended sales cycles. 

What You Bring:

• 7+ years of enterprise sales experience, with at least 5 years selling information solutions into financial institutions.
• Strong ability to develop and execute comprehensive account plans, including relationship mapping, competitive displacement strategies, and executive engagement roadmaps.
• Established, deep network of contacts across regional and national banks, credit unions, fintech, and / or specialty finance companies. 
• A consistent track record of overachievement and quota ($1M+ annual growth targets preferred).
• Executive-level relationship building and consultative selling skills.
• Ability to influence across risk, compliance, technology, and business functions.
• Strong negotiation, closing, and pipeline management abilities. 
• Bachelor’s degree required; advanced degree (MBA, MS, etc.) a plus.
• Applicants must have permanent work authorization in the U.S.; we are not sponsoring visas for this role.
• Willing to travel 50% plus for onsite meetings and solution presentations.

What We Offer:

IDI offers excellent benefits including, a 401K and generous company match, flexible PTO policy, medical, dental and vision coverage, commuter benefits, in-office healthy snacks, team events and more.

IDI is proud to be an equal opportunity employer.

Salary Description Base Salary Range: $100,000 - $150,000.