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
• 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

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
• 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

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
• Act as a strategic liaison to our Product team, channeling structured feedback from both customers and partners

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
• Entrepreneurial personality capable of effectively solving problems