Senior Solution Consultant, Workforce West

Company Overview ID.me is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with ID.me once and seamlessly login across websites without having to create a new login and verify their identity again. Over 175 million users experience streamlined login and identity verification with ID.me at 22 federal agencies, 50 state government agencies, and more than 100 healthcare organizations. Over 600 consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships. ID.me’s technology meets the federal standards for consumer authentication set by the Commerce Department and is approved as a NIST 800-63-3 IAL2 / AAL2 credential service provider by the Kantara Initiative. ID.me is committed to “No Identity Left Behind” to enable all people to have a secure digital identity. To learn more, visit https://network.id.me/. ID.me is a full-time, in-office culture. Unless a specific job description explicitly states otherwise, all roles are on-site five days per week at one of our offices in McLean, VA; Mountain View, CA; New York City, NY; or Tampa, FL. Certain roles — such as field-based sales or other remote-by-design positions — may have different work arrangements as noted in their individual postings. At ID.me, we embrace the thoughtful use of AI tools in our daily work and there are even occasions where we leverage AI in our hiring process. However, during the interview process, we want to understand your individual skills and experiences. Therefore, we have guidelines on how AI can be appropriately used during your application and interviews which can be found here. Overview Solution Consultants at ID.me are the technical and product experts in the presales process, playing a key role in advancing customer requirements. In this role you will collaborate with sales teams to deliver product demonstrations, respond to technical proposals, lead integration design, and create documentation and architecture diagrams. Ideally based in Mountain View, CA, the Senior Solution Consultant, Workforce West supports ID.me’s Workforce Identity business across the full western territory. Workforce Identity puts biometric identity verification at the front of the hiring workflow, confirming a candidate is a real person before any screening, reference check, or placement decision. Our customers are rarely employers themselves — they are the background screening, talent intelligence, applicant tracking, and staffing platforms that employers hire through, which makes most of these integrations B2B2B. This is ID.me’s newest vertical and it is being built now: time to go-live is the number most in need of improvement, so the work is not only winning the technical deal but designing rollouts that reach production. You will also support the overlay model, partnering with SLED, Healthcare, and Commerce & Loyalty teams in the region who carry workforce opportunities alongside their own. We value strong listeners who can deeply understand customer challenges and provide structured advice on overcoming them using ID.me’s technology. You must be highly technical and comfortable interacting directly with customers. In the rapidly evolving digital identity market, you must understand ID.me’s architecture and capabilities while applying business insights to solve customer problems. Our mission is to give users something invaluable: their time. Solution Consultants at ID.me make a direct, positive impact by helping people access services online more efficiently. Responsibilities This role extends the core Solution Consultant responsibilities. • Maintain in-depth knowledge of the entire ID.me product suite and how it maps to hiring, screening, and workforce use cases • Serve as a primary contributor to RFx responses, owning technical accuracy across platform and enterprise solicitations • Solve technical customer issues of broad scope and high complexity • Provide mentorship for Solution Consultant team members and remain a current contributor to team-learning initiatives and activities • Enable Solution Consultants in other verticals to run workforce opportunities competently, since workforce quota is carried across the field • Collaborate cross-departmentally to identify and resolve complex scenarios and integration issues • Propose and implement improvements for product feature enhancements based on current market trends • Identify solutions leveraging market and industry knowledge • Support the team with resolving customer escalations • Assist with specific objectives and key results associated tasks • Leverage technical expertise with APIs, federated protocols, and partner platform environments to drive sales strategy and success • Diagnose and document customer technical and business requirements • Design and configure solutions that address customers’ unique needs and offer the most value from ID.me’s products • Develop and configure demos that position differentiated solutions • Quantify the business and technical value of ID.me in solving customer problems • Execute Proofs of Concept with complex use cases and integrations • Analyze complex RFPs and write accurate, compelling content that positions a unique ID.me solution • Craft reusable technical content such as whitepapers, playbooks, and how-tos • Develop and maintain relationships with the technical representative(s) at the partner • Distill, prioritize, and communicate product feedback to internal teams • Present at marketing events, trade shows, and user conferences The Role • Collaborate closely with GTM teams as the go-to ID.me product expert to drive successful partner engagements • Gain a deep understanding of all aspects of the ID.me platform to communicate the technology effectively to users of varying technical expertise • Design identity verification into the hiring funnel — application, screening, reference, and onboarding — where candidate drop-off is the cost the partner is weighing against fraud • Position the reusable wallet credential accurately, including what repeat verification means for candidate experience and for the partner’s own economics • Work through the partner’s downstream employer customers, designing integrations the partner can activate and support at scale rather than one employer at a time • Own the technical shape of the rollout, favoring phased and waved launches over big-bang cutovers that overwhelm partner support teams • Complete the presales handoff rigorously so onboarding inherits a documented integration, not a reconstruction — including reporting and webhook expectations and who provisions them • Identify and propose turnkey solutions while coordinating with Product Management for potential outsourced enhancements • Support sales efforts by leading proofs of concept (POCs) that showcase complex use cases and the value of ID.me’s platform • Distill customer and solutions team feedback into actionable insights for Product Management, Engineering, and Sales • Define the specifications for how solutions are designed, managed, and delivered, ensuring alignment with business objectives • Quickly articulate complex technical concepts, often on the fly, using whiteboards or other tools to engage customers • Communicate the architecture, behavior, and characteristics of software solutions to stakeholders, ensuring clarity and alignment with objectives Requirements This role extends the core Solution Consultant requirements. • Demonstrated experience performing the responsibilities of a Senior Solution Consultant • Passionate about delivering value to customers; experience in a customer-facing role such as consulting, technical support, or solution engineering • Strong understanding and hands-on experience with REST APIs • Proficiency in industry-standard protocols used for authorization/authentication and federation (e.g., OAuth 2.0, SAML 2.0, OpenID Connect, Bearer Token Authentication) • Confident in presenting and sharing technical knowledge with senior stakeholders • Strong technical presentation, communication, and problem-solving skills • Expertise in one or more of the following: Identity and Access Management (IAM) platforms and concepts, Identity Verification, web development (JavaScript, HTML, frontend frameworks), mobile development (iOS, Android), or backend development (Java, C#, Node.js, Python, PHP, Ruby) • Familiar with NIST SP 800-63-3 / 800-63-4 guidelines and standards, and comfortable designing to IAL2 / AAL2 • Knowledge of the complete software development lifecycle (SDLC) and associated best practices • Experience with modern software development methodologies, DevOps practices, and associated technologies • Ability to quickly learn and apply knowledge of the ID.me platform and solutions • Relentless curiosity and a positive, can-do attitude Preferred Qualifications • Prior experience supporting HR technology, background screening, applicant tracking, talent intelligence, or staffing platforms in a presales, consulting, or delivery capacity • Experience with B2B2B integrations where the direct customer resells or activates the capability to its own downstream employer customers • Familiarity with hiring-workflow fraud — synthetic and stolen candidate identities, AI-generated applicants, and infiltration of remote roles • Experience designing partner-facing reporting, webhooks, and dashboard provisioning as part of an integration rather than as a post-launch follow-up • Comfort with phased rollout planning and sandbox-to-production promotion discipline • Experience enabling other field teams on a product they will sell but not specialize in • Awareness of employment screening regulation, including FCRA, as it bears on identity verification • Based in Mountain View, CA (preferred) or elsewhere in the western United States, with the ability to travel regularly across the western territory Key Performance Indicators • $ Bookings per demo • New go-lives per year • Activity impact • Closed-won deals • RFx completed / won • Time to integrate (integration start to complete date) Growth From Here From Senior Solution Consultant, the ladder forks into three tracks: Principal Solution Consultant (generalist IC, P5), Specialist Solution Consultant (lateral IC, P5), or Manager, Solution Consulting (people leadership, M3). Movement between Principal and Specialist at P5 is lateral, and does not require going through management. Because Workforce Identity is a new vertical, there is unusual room to define the specialization itself and carry it forward into Distinguished Solution Engineer (P6) and Technical Fellow. The annual base salary listed does not include a company bonus, incentive for sales roles, equity and benefits which will be determined based on experience, skills, education, relevant training, geographic location and role. ID.me offers comprehensive medical, dental, vision, health savings account, flexible spending accounts (medical, limited purpose, dependent care, commuter benefit accounts), basic and voluntary life and AD&D insurance, 401(k) with company match, parental leave, ability to participate in unlimited paid time off subject to the terms and conditions of the PTO policy, including 8 company wide holidays, short and long-term disability insurance, accident and critical illness insurance, referral bonus policy, employee assistance program, pet insurance, travel assistant program, wellbeing and childcare discounts, benefit advocates, and a learning and development benefit. Final offers may vary from the amount listed based on qualifications, professional experiences, skills, education, relevant training, geographic location, and other job related factors. Mountain View, CA and New York, NY Pay Range $181,000—$230,000 USD ID.me maintains a work environme…