ID.me
Account Manager, Workforce Identity- West (CA- Bay Area)
United States (U.S.) · Senior · Full-time
Sponsorship not specified$63k-$800kDetected 20 days ago
SalesAccount ManagementProcurementCustomer SuccessLeadershipCommunicationProblem SolvingTime Management
About the role
- Your mandate runs along two equally important tracks.
- 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.
Responsibilities
- Quota Attainment: Carry and exceed a formal quota composed of renewal revenue (GRR), expansion (NRR), and partner-sourced bookings.
- 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.
- 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.
- 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 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.
- 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.
Requirements
- The Enterprise Veteran: 5+ years in a quota-carrying account management, customer success, or "hunter" sales role.
- 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.
- Tooling: Experience with Salesforce.
- Commercial Savvy: Ability to navigate complex enterprise organizations and holding companies, maintaining account stability through executive transitions.
- 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.
- Familiarity with enterprise HR, security, and IT buyers and budgets, with a preference for experience in employment, hiring, identity, or security-related solutions.
- Experience with Salesforce.
- Ability to navigate complex enterprise organizations and holding companies, maintaining account stability through executive transitions.
- Channel & Co-Sell Experience: Success co-selling with or managing technology platform partners, channel relationships, or alliances is preferred.
- 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).
- Startup Agility: Experience working for a team in a startup at a growth stage is highly desired.
- 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.
Skills
- Skills & Competencies
Compensation
- $125,000 - $150,000 USD
- ID.me maintains a work environment free from discrimination, where employees are treated with dignity and respect. All ID.me employees share in the responsibility for fulfilling our commitment to equal emplo
Benefits
- 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.
Company info
- 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
- We are becoming the persistent identity layer that connects hiring, onboarding, and workforce access end-to-end.
- The first is our direct enterprise customers; the second is our platform ecosystem.
- 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.
- 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.
- At ID.me, we embrace the thoughtful use of AI tools in our daily work and there are even occasions where we leverage AI in our hiring process.
This listing is sourced directly from ID.me's careers page and normalized into a canonical job model.