Account Manager, Workforce Identity- West (CA- Bay Area)

Account Manager, Workforce Identity- West (CA- Bay Area)

United States (U.S.)

Company Overview

ID.me is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with ID.me once and seamlessly login across websites without having to create a new login and verify their identity again. Over 152 million users experience streamlined login and identity verification with ID.me at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations. More than 600+ consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships. ID.me's technology meets the federal standards for consumer authentication set by the Commerce Department and is approved as a NIST 800-63-3 IAL2 / AAL2 credential service provider by the Kantara Initiative. ID.me is committed to "No Identity Left Behind" to enable all people to have a secure digital identity.

The Opportunity

The way organizations hire, onboard, and authenticate employees is under attack. AI-generated deepfakes, synthetic identities, nation-state actors, and sophisticated social engineering campaigns are infiltrating workplaces at an unprecedented scale. More than 300 companies have reported hiring DPRK actors. Employment fraud has grown 5x in the last five years. Gartner predicts that by 2028, 25% of all job candidates will be fake. Employers tell us we're already past that point.

At ID.me, we're the frontline defense. We have spent five years pioneering this space and building the Employee Lifecycle vision. Today we support over 900 employers and are integrated into leading employment platforms. We are becoming the persistent identity layer that connects hiring, onboarding, and workforce access end-to-end.

This role exists to protect and grow that footprint along two fronts. The first is our direct enterprise customers; the second is our platform ecosystem. You will help work across both of these areas to grow business and extend the identity infrastructure for the employee lifecycle.

This is high-trust, high-impact work at the intersection of security, identity, and enterprise technology. If you're energized by complex accounts and partnerships, motivated by protecting people, and ready to bring your best to a category-defining company, we want to hear from you.

Role Overview

The Account Manager (AM) is a senior-level, quota-carrying role responsible for the health, retention, and aggressive expansion of our most critical Employee Lifecycle relationships — both direct enterprise customers and platform partners.

Your mandate runs along two equally important tracks. On the direct side, you ensure strong net retention through relationship management and drive year-over-year growth by expanding customers across the employee lifecycle. On the partner side, you own and grow our platform relationships — enabling partners, co-selling into their base, and helping scale our joint solutions. Success in this role means both your direct accounts and your partners are growing because of you.

Key Responsibilities

Direct Account Growth & Retention

• Quota Attainment: Carry and exceed a formal quota composed of renewal revenue (GRR), expansion (NRR), and partner-sourced bookings.
• Land & Expand Strategy: 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.
• Renewal Excellence: Proactively manage the renewal process starting 180 days out, ensuring zero "dark" periods or budget lapses, and securing multi-year, "sticky" master service agreements.
• Adoption & Churn Mitigation: 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

• Own the Partner Relationship: Serve as the primary point of contact for assigned platform partners — building trusted, productive relationships with their sales, product, and leadership teams.
• Co-Sell Execution: 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.
• Partner Enablement: 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.
• Grow the Partner's Business: 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.
• Extend the Infrastructure: 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

• Executive Alignment: 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.
• Executive Business Reviews (EBRs): 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.
• Voice of the Customer & Partner: 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

• The Enterprise Veteran: 5+ years in a quota-carrying account management, customer success, or "hunter" sales role.
• 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.
• 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.
• Startup Agility: Experience working for a team in a startup at a growth stage is highly desired.

Skills & Competencies

• Commercial Savvy: Ability to navigate complex enterprise organizations and holding companies, maintaining account stability through executive transitions.
• Analytical Growth Mindset: Skilled at mapping a large enterprise and building a multi-year plan to capture and drive growth.
• Partner Orchestration: Able to build trust with partner teams, align incentives, and run joint sales motions — making it easy and rewarding for partners to bring ID.me into their deals.
• Collaborative Leadership: Works closely with internal teams — Solutions Consulting, Marketing, Customer Success, and Product — to ensure customer satisfaction and long-term value realization.
• Consultative Problem Solving: Superb planning and time management skills, with the ability to understand customer pains and translate them into effective solutions.
• Communication: Excellent written and verbal communication, with the ability to engage a broad range of audiences at all levels of an organization.
• Entrepreneurial Drive: An entrepreneurial personality capable of effectively solving problems with minimal guidance.

Key Performance Indicators (KPIs)

• Gross Retention Rate (GRR): Ensuring existing contracts renew on time.
• Net Revenue Retention (NRR): Growth of accounts via expansion across the employee lifecycle.
• Partner-Sourced Pipeline & Bookings: Volume and conversion of co-sold pipeline generated through platform partners.
• Pipeline Velocity: Speed at which expansion opportunities move through the procurement funnel.
• Adoption Health: Proofing and authentication volume, conversion, and program engagement across deployed use cases.

Competitive Compensation- OTE- 219K-270K