# Account Manager, Workforce Identity

**Company:** [Idme](https://hotfix.jobs/companies/idme)
**Location:** Unspecified
**Role:** Account Management
**Salary:** $125k – $150k/yr
**Experience:** 5+ years
**Skills:** Salesforce, MEDDIC, command of the sale, Account Management, Customer Success, Channel Sales, co-selling, Enterprise Sales, hr technology, Identity Management, security solutions
**Posted:** 2026-06-17

> Account Manager responsible for quota-carrying retention, expansion, and co-selling of ID.me's Workforce Identity and Employee Lifecycle solutions with direct enterprise customers and platform partners. Requires 5+ years in quota-carrying account management or sales with experience in complex enterprise deals.

## Job Description

## 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 — 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.

### 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 — plus the operational owners who run programs day to day.
- Lead high-impact Executive Business Reviews (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.

## 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.
- Partner-focused mindset with the ability to align incentives and drive mutual value.

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