Note: The job is a remote job and is open to candidates in USA. ID.me is a next-generation digital identity wallet that simplifies how individuals securely prove their identity online. The Account Manager role is responsible for the health, retention, and aggressive expansion of critical Employee Lifecycle relationships with direct enterprise customers and platform partners.
Responsibilities
- Carry and exceed a formal quota composed of renewal revenue (GRR), expansion (NRR), and partner-sourced bookings
- Identify "white space" within current customers — additional lifecycle stages (pre-hire to post-hire), new business units, and worker populations — and build multi-year expansion plans that move accounts toward end-to-end coverage
- Proactively manage the renewal process starting 180 days out, ensuring zero "dark" periods or budget lapses, and securing multi-year, "sticky" master service agreements
- Identify at-risk accounts early by monitoring adoption health — proofing and authentication volumes, conversion, and program performance — alongside organizational changes such as security or HR leadership turnover, reorganizations, and M&A
- Serve as the primary point of contact for assigned platform partners — building trusted, productive relationships with their sales, product, and leadership teams
- Partner with AEs to close pipeline sourced through partners, running joint deals from discovery to close and acting as the identity expert in front of the partner’s prospects and customers
- Train and equip partner sellers to position ID.me, generate qualified leads, and recognize identity opportunities within their own base — making it easy for them to bring us into their deals
- Help partners win and expand their own business with ID.me as a differentiator, and activate joint go-to-market — campaigns, webinars, and co-marketing — that builds pipeline for both sides
- Leverage partner relationships to embed ID.me across more checkpoints of the hiring and employment lifecycle, expanding the shared identity infrastructure over time
- Maintain and deepen relationships with decision-makers on both sides — CHROs, CISOs, and CIOs at customers, and sales, product, and leadership counterparts at partners — plus the operational owners who run programs day to day
- Lead high-impact EBRs that translate performance data into measurable outcomes — fraud and nation-state attempts blocked, criminal records surfaced, faster time-to-hire, candidate conversion, reduced help-desk and operational costs, stronger compliance posture, and, for partners, co-sold revenue and pipeline
- Act as a strategic liaison to our Product team, channeling structured feedback from both customers and partners that influences the roadmap based on real workforce needs
Skills
- The Enterprise Veteran: 5+ years in a quota-carrying account management, customer success, or 'hunter' sales role
- Quota Performance: A year-over-year track record of achieving quota, hitting retention targets, and being recognized as a top performer
- Deal Complexity: Experience managing portfolios and closing opportunities with ACVs ranging from $100k to $1m+ on 6- to 12-month sales cycles
- Methodology: Trained in leading sales methodologies (e.g., Command of the Sale, MEDDIC)
- Tooling: Experience with Salesforce
- Channel & Co-Sell Experience: Success co-selling with or managing technology platform partners, channel relationships, or alliances is preferred
- Industry Knowledge: Familiarity with enterprise HR, security, and IT buyers and budgets, with a preference for experience in employment, hiring, identity, or security-related solutions
- Startup Agility: Experience working for a team in a startup at a growth stage is highly desired
Benefits
- 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
- A learning and development benefit
Company Overview