Tools for Humanity is hiring a Account Executive in Product — San Francisco. The overview below is synthesized from the employer posting on jobs.ashbyhq.com: factual requirements and scope are preserved, but prose is rewritten with editorial context. Verify details and apply via the employer link.
About the Company
Company context from the listing:
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.
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.
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.
TFH and World have been featured on the cover of TIME Magazine, highlighted in Fast Company’s Next 5 in Fintech, and explored in a Bloomberg deep dive. ⇧JOBLINK:https://www.nytimes.com/2025/05/03/technology/w
About the Opportunity
Company context from the listing:
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
Day-to-day scope for the Account Executive as described in the posting:
- 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
Experience and skills the team lists as required:
- 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.