Account Manager, Workforce Identity

Key Responsibilities

Direct Account Growth & Retention

• 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.

Partner Co-Sell & Enablement

• 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.
• 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.

Strategic Account & Partner Governance

• Maintain and deepen relationships with decision-makers on both sides — CHROs, CISOs, and CIOs at customers, and sales, product, and leadership counterparts at partners.
• 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 the Product team, channeling structured feedback from both customers and partners that influences the roadmap based on real workforce needs.

Qualifications

• 5+ years in a quota-carrying account management, customer success, or "hunter" sales role.
• Success co-selling with or managing technology platform partners, channel relationships, or alliances is preferred.
• Familiarity with enterprise HR, security, and IT buyers and budgets, with a preference for experience in employment, hiring, identity, or security-related solutions.
• A year-over-year track record of achieving quota, hitting retention targets, and being recognized as a top performer.
• Experience managing portfolios and closing opportunities with ACVs ranging from $100k to $1m+ on 6- to 12-month sales cycles.
• Trained in leading sales methodologies (e.g., Command of the Sale, MEDDIC).
• Experience with Salesforce.
• Experience working for a team in a startup at a growth stage is highly desired.

Skills & Competencies

• Ability to navigate complex enterprise organizations and holding companies, maintaining account stability through executive transitions.
• Skilled at mapping a large enterprise and building a multi-year plan to capture and drive growth.
• Able to build trust with partner teams, align incentives, and run joint sales motions.
• Works closely with internal teams — Solutions Consulting, Marketing, Customer Success, and Product — to ensure customer satisfaction and long-term value realization.
• Superb planning and time management skills, with the ability to understand customer pains and translate them into effective solutions.
• Excellent written and verbal communication, with the ability to engage a broad range of audiences at all levels of an organization.
• An entrepreneurial personality capable of effectively solving problems.