Job description

About the Company: Tools for Humanity (TFH) designs and builds technology behind World. World is building a real human network designed to accelerate people in the age of AI. As bots and autonomous agents reshape the internet, people, institutions, and applications need a trusted way to confirm who is a real human while preserving privacy. The TFH and World tech stacks make this possible: the Orb verifies real, unique people, World ID proves it privately, and World App puts these capabilities, and more, in people’s hands. Together, they add a human layer to an AI-driven internet. World is already running at a global scale. More than 17 million people across 160 countries have verified with World ID, and more new Orb verifications take place each week. World App is already among the most used wallets globally. Developers are integrating World ID to build safer online experiences and create spaces where real people can participate, earn, and be recognized in ways AI simply can’t replicate. Founded in 2019, TFH has more than 400 people across hardware, software, AI, cryptography, mobile engineering, and global operations. Our teams come from OpenAI, Tesla, SpaceX, Apple, Google, Stripe, Meta, Coinbase, Palantir and MIT Media Lab. We’re backed by leading investors, including a16z, Khosla Ventures, Bain Capital Crypto, Blockchain Capital, Variant, Tiger Global, and Coinbase Ventures, as well as prominent operators and founders across fintech and AI. TFH and World have been featured on the cover of TIME Magazine time.com, highlighted in Fast Company’s fastcompany.com Next 5 in Fintech, and explored in a Bloomberg deep dive bloomberg.com. The New York Times nytimes.com, Bankless youtube.com and TechCrunch techcrunch.com have all recognized our collective progress in identity, cryptography, AI, and global-scale hardware deployment. Our leadership is also named to the Time AI 100 time.com. Learn more about the newest product launches from our Liftoff world.org event. ABOUT THE OPPORTUNITY The World ID team is on a mission to empower every person with a unique digital identity that distinguishes humans from AI online. As an Account Executive for the United States, you will own the full sales cycle for World ID across a portfolio of high-priority enterprise accounts. You will identify and qualify opportunities, develop relationships with senior decision-makers, build compelling business cases, negotiate commercial agreements, and close revenue-generating deals. You will sell World ID solutions across enterprise authentication, consumer platforms, and emerging agent use cases. This is a quota-carrying role for an experienced enterprise seller who can navigate complex organizations, coordinate technical evaluations and pilots, and convert early customer interest into repeatable commercial deployments. You will report to the VP of Sales or Chief Revenue Officer and work closely with Sales Engineering, Product, Legal, Marketing, Customer Success, and other cross-functional teams. RESPONSIBILITIES - Partner with the VP of Sales / CRO to define the initial account strategy, target customer segments, sales process, and go-to-market approach for World ID in the US. - Help establish the enterprise sales motion from the ground up, including developing target account lists, generating outbound pipeline, and creating repeatable prospecting and sales processes. - Own the full enterprise sales cycle, from discovery and qualification through technical evaluation, commercial negotiation, contracting, and close. - Develop compelling business cases and value propositions that connect World ID’s capabilities to measurable customer outcomes. - Coordinate pilots and proofs of concept with Product, Engineering, Legal, and other internal teams, then convert successful pilots into paid deployments and expansions. - Establish strong sales operating discipline, including CRM management, account planning, pipeline reviews, and accurate forecasting of deal progress, risks, and dependencies. QUALIFICATIONS - 10+ years of enterprise sales experience, including significant experience in a quota-carrying Account Executive role. - Demonstrated success building pipeline, opening new markets, and consistently meeting or exceeding sales targets for complex enterprise technology products. - Experience managing long, multi-stakeholder sales cycles involving technical evaluations, security reviews, procurement, legal negotiations, and executive approval. - Strong command of discovery, value selling, account planning, pipeline management, forecasting, and commercial negotiation. - Entrepreneurial, highly accountable, and comfortable operating through ambiguity while helping establish an early-stage sales function alongside the VP of Sales/CRO. - Mission-aligned and interested in privacy-preserving identity, proof-of-human technology, and the agentic economy; must be based in San Francisco and available to work in the office five days per week. Nice to Have: - Experience scaling channel partnerships or ISV programs. - Familiarity with enterprise authentication, IAM platforms, or identity verification. - Experience selling to consumer technology platforms, financial institutions, social media companies, gaming companies, or AI businesses. - Existing relationships with enterprise security, IT, product, or digital identity decision-makers. Pay transparency statement (for CA and NY based roles): The reasonably estimated salary for this role at TFH ranges from $212,000 - $250,000 , plus a competitive long term incentive package. Actual compensation is based on factors such as the candidate's skills, qualifications, and experience. In addition, TFH offers a wide range of best in class, comprehensive and inclusive employee benefits for this role including healthcare, dental, vision, 401(k) plan and match, life insurance, flexible time off, commuter benefits, professional development stipend and much more!

Requirements

Must-haves

Partner with the VP of Sales / CRO to define the initial account strategy, target customer segments, sales process, and go-to-market approach for World ID in the US.
Help establish the enterprise sales motion from the ground up, including developing target account lists, generating outbound pipeline, and creating repeatable prospecting and sales processes.
Own the full enterprise sales cycle, from discovery and qualification through technical evaluation, commercial negotiation, contracting, and close.
Develop compelling business cases and value propositions that connect World ID’s capabilities to measurable customer outcomes.
Coordinate pilots and proofs of concept with Product, Engineering, Legal, and other internal teams, then convert successful pilots into paid deployments and expansions.
Establish strong sales operating discipline, including CRM management, account planning, pipeline reviews, and accurate forecasting of deal progress, risks, and dependencies.
10+ years of enterprise sales experience, including significant experience in a quota-carrying Account Executive role.
Demonstrated success building pipeline, opening new markets, and consistently meeting or exceeding sales targets for complex enterprise technology products.
Experience managing long, multi-stakeholder sales cycles involving technical evaluations, security reviews, procurement, legal negotiations, and executive approval.
Strong command of discovery, value selling, account planning, pipeline management, forecasting, and commercial negotiation.
Entrepreneurial, highly accountable, and comfortable operating through ambiguity while helping establish an early-stage sales function alongside the VP of Sales/CRO.
Mission-aligned and interested in privacy-preserving identity, proof-of-human technology, and the agentic economy; must be based in San Francisco and available to work in the office five days per week.

Nice-to-haves

Experience scaling channel partnerships or ISV programs.
Familiarity with enterprise authentication, IAM platforms, or identity verification.
Experience selling to consumer technology platforms, financial institutions, social media companies, gaming companies, or AI businesses.
Existing relationships with enterprise security, IT, product, or digital identity decision-makers.
Pay transparency statement (for CA and NY based roles):

Application prep

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aigo

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Professional Development