ID5 enables addressable and measurable advertising to support the growth of the digital economy and provide free and safe access to content and services. Technical changes, signal loss, and increasingly more stringent data protection regulations require new, advanced technologies that enable audience addressability while respecting people’s privacy preferences.
ID5 has risen to this challenge and developed solutions that support publishers’ and marketers’ need for better addressability. Its laser focus on Identity sets it apart from competitive solutions and enables the company to offer the most advanced and sophisticated identity services to over 100,000 media properties, and hundreds of technology platforms and advertisers, making it the most adopted identity solution in the market.
Role Overview
The Enterprise Sales Director is responsible for driving net-new revenue by forging first-time, revenue-bearing relationships with enterprise companies across the AdTech, Publisher, and Advertising ecosystem. These organizations depend on sophisticated data, technology, and identity solutions to reach audiences, measure performance, and operate in an increasingly privacy-first world.
In this role, you will own the full enterprise sales cycle—from prospecting and discovery through negotiation and close—focused exclusively on new logo acquisition in the US market. You will run a highly consultative sales process, diagnosing customer needs, positioning technically nuanced solutions, and navigating complex, multi-stakeholder buying groups.
This is an individual contributor role requiring strong sales discipline, intellectual curiosity, and resilience. Success in this role comes from pairing rigorous process with genuine curiosity and grit, not transactional selling.
Reporting to: CRO
Key Responsibilities
- Act as the CEO of your territory, owning net-new logo acquisition through disciplined prospecting, qualification, pipeline development, and deal execution
- Manage the entire enterprise sales cycle, from first conversation to signed SaaS agreements, with a focus on six-figure annual contracts
- Run a structured, discovery-led sales process, uncovering customer pain, business drivers, and decision criteria before positioning solutions
- Confidently explain and position technically sophisticated solutions to both business and technical stakeholders
- Communicate with and present to VP- and C-level buyers, demonstrating executive presence and the ability to respectfully challenge assumptions when needed
- Collaborate cross-functionally with Solutions Engineering, Product, Legal, Marketing, and Customer Success to advance deals and close business efficiently
- Maintain accurate pipeline visibility, forecasting, and activity tracking within CRM systems
- Consistently apply sales methodology and process discipline to create predictable outcomes
- Stay current on regulatory trends, privacy developments, and shifts within the AdTech and digital advertising ecosystem
- Travel up to 25% for customer meetings, team offsites, and industry events
Performance Expectations
- Fully ramped annual bookings quota of $1.5M–$2.0M
- Demonstrated ability to consistently close six-figure ACV enterprise deals
- Build and maintain healthy pipeline coverage to support predictable attainment
- Operate with a high level of accountability for forecast accuracy and deal hygiene
Key Requirements
- 5+ years of B2B enterprise sales experience, preferably within AdTech, MarTech, Publisher, or Advertising technology
- Proven hunter with a quantitative track record of achieving or exceeding quota in complex sales environments
- Experience selling SaaS or technology-driven solutions with multi-stakeholder buying committees
- Strong executive presence with the ability to communicate credibly across business, product, and technical audiences
- Demonstrated comfort running structured discovery and consultative sales cycles
- Experience operating within a formal sales methodology (e.g., Sandler, MEDDICC, Challenger, or similar)
- Self-directed, process-oriented, and accountable—thrives in a high-growth, high-expectation environment
Ideal Candidate Profile
Inspired by principles from New Sales Simplified, Sandler, and Grit, the ideal candidate:
- Is curious by nature, asking thoughtful questions and seeking to deeply understand customer problems
- Is process-driven, valuing qualification rigor, forecasting accuracy, and repeatable success
- Demonstrates grit and resilience, staying focused through long enterprise sales cycles and inevitable rejection
- Takes full ownership of outcomes, commitments, and results
- Acts as a trusted advisor rather than a transactional salesperson
- Is coachable, reflective, and continuously improving their craft
Why Join Us
- Sell into a mission-critical problem space at the intersection of identity, privacy, and digital advertising
- Own enterprise-level deals with meaningful ACVs and real customer impact
- Operate in a consultative, intellectually challenging sales environment
- Join a high-performing, values-driven sales organization with strong product-market fit
What we offer to our talent
- Remote-first working policy
- A competitive compensation package, including stock options in ID5
- WeWork membership and option to work from different WeWork locations
- Regular offsites to enjoy face-to-face time and to bond further with your colleagues
- A dynamic environment that offers room for growth and development to all employees
- A friendly, international, and multicultural team
- We are proud to be an equal opportunity employer. We celebrate diversity and are passionate about creating an inclusive environment in which all employees can thrive
More about ID5
Launched in September 2017, ID5 currently employs 50 people and works with premium publishers, ad tech platforms, and advertisers globally. Built to improve addressability across all digital advertising environments, ID5 has rapidly established itself as the most adopted identity solution in the market, prevailing over larger and more established companies thanks to its unique position and focus on providing the best identification and data protection technology.
The company is backed by financial and strategic industry investors who believe in ID5’s vision and plan. This investment has allowed ID5 to expand the business, increase its footprint globally, and hire the best talent to support its ambitious growth plans.
Recognized as one of the most outstanding employers by Digiday’s WorkLife Awards 2023, ID5 is a remote-first company, allowing employees to work from different locations and time zones indefinitely. We equip our team with all the tools needed to perform their work remotely, and we ensure people bond and stay connected thanks to regular all-hands meetings, communication tools such as Slack and Zoom, and by organizing regular offsites around the world. We also offer WeWork membership for those who prefer not to work from home, and allow individuals to move across different WeWork locations. More details about our remote-first organization here:https://www.linkedin.com/posts/mathieuroche_team-remotework-remoteworklife-activity- 6927642580742504449-KbhL
