# Account Manager, Communities_Eastern USA

**Company:** [Idme](https://hotfix.jobs/companies/idme)
**Location:** McLean, VA
**Role:** Account Management
**Salary:** $131k – $148k/yr
**Experience:** 5+ years
**Skills:** E-Commerce, MarTech, Performance Marketing, Salesforce, CRM, Quota Management, Upsell, Cross-Sell, Contract Negotiation, Ebr, ROI Analysis
**Posted:** 2026-03-22

> Manages retention and expansion of key commercial accounts in communities segment like military and first responders, driving quota through renewals, upsells, and strategic relationships with e-commerce leaders. Requires 5+ years quota-carrying sales experience and deep e-commerce/MarTech knowledge.

## Job Description

## Key Responsibilities

### Revenue Ownership & Growth
- **Quota Attainment**: Carry and exceed a formal quota composed of both Renewal Revenue (GRR) and Expansion (NRR) within your assigned commercial accounts.
- **Land & Expand Strategy**: Identify "white space" within current customers to expand Community Verification products, and drive growth via UX changes.
- **Upsell Execution**: Lead the end-to-end sales cycle for expansion opportunities, from initial discovery to contract amendment and closing.

### Renewal & Retention Excellence
- **Lifecycle Management**: Proactively manage the renewal process starting 180 days out, ensuring zero "dark" periods or budget lapses.
- **Churn Mitigation**: Identify "at-risk" accounts early by monitoring usage health, program performance, and organizational changes (e.g., e-commerce leadership turnover or marketing budget shifts).
- **Contract Negotiation**: Navigate complex commercial procurement hurdles and vendor management processes to secure multi-year renewals and "sticky" master service agreements.

### Strategic Account Governance
- **Executive Alignment**: Maintain and deepen relationships with key decision-makers in the procurement process, specifically targeting e-commerce, MarTech, and performance marketing personas to ensure our solution remains a top-tier budget priority.
- **Executive Business Reviews (EBRs)**: Lead high-impact EBRs that translate technical performance data into customer acquisition ROI, conversion rate optimization, and overall business objectives.
- **Voice of the Customer**: Act as a strategic liaison between commercial clients and our Product team, providing feedback to product development teams to influence the roadmap based on retail-specific needs.

## Qualifications

### Experience & Expertise
- 5+ years of experience in a quota-carrying account management, customer success, or "hunter" sales role.
- Deep knowledge of e-commerce, MarTech, and performance marketing personas and budgets, with a preference for experience working with customers in apparel, consumer electronics, home goods, and/or sports and outdoors segments.
- 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.

### Skills & Competencies
- **Commercial Savvy**: Ability to navigate complex retail organizations and holding companies, maintaining account stability during executive transitions.
- **Analytical Growth Mindset**: Skilled at looking at a massive internet retailer and mapping out a multi-year growth plan to capture every available brand and subsidiary.
- **Collaborative Leadership**: Experience working closely with internal teams, including Marketing, Solutions Consulting, and Customer Success, to ensure customer satisfaction and success.
- **Startup Agility**: Comfortable working for a team in a startup at a growth stage; you possess an entrepreneurial personality capable of effectively solving problems with minimal guidance.
- **Consultative Problem Solving**: Superb planning and time management skills with the ability to understand customer pains and provide effective solutions to meet their business objectives.

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