[Remote] Account Manager, Communities (Texas)

Note: The job is a remote job and is open to candidates in USA. ID.me is a high-growth enterprise software company that simplifies how people prove and share their identity online. The Account Manager (AM) is a senior-level position responsible for managing and expanding critical commercial accounts within the Communities segment, ensuring 100% net retention and driving growth through upselling and contract renewals.ResponsibilitiesRevenue Ownership & GrowthQuota Attainment: Carry and exceed a formal quota composed of both Renewal Revenue (GRR) and Expansion (NRR) within your assigned commercial accountsLand & Expand Strategy: Identify "white space" within current customers to expand Community Verification products, and drive growth via UX changesUpsell Execution: Lead the end-to-end sales cycle for expansion opportunities, from initial discovery to contract amendment and closingRenewal & Retention ExcellenceLifecycle Management: Proactively manage the renewal process starting 180 days out, ensuring zero "dark" periods or budget lapsesChurn 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 agreementsStrategic Account GovernanceExecutive 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 priorityExecutive Business Reviews (EBRs): Lead high-impact EBRs that translate technical performance data into customer acquisition ROI, conversion rate optimization, and overall business objectivesVoice 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 needsSkills5+ years of experience in a quota-carrying account management, customer success, or 'hunter' sales roleDeep 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 segmentsA year-over-year track record of achieving quota, hitting retention targets, and being recognized as a top performerExperience managing portfolios and closing opportunities with ACVs ranging from $100k to $1m on 6 to 12 month sales cyclesAbility to navigate complex retail organizations and holding companies, maintaining account stability during executive transitionsSkilled at looking at a massive internet retailer and mapping out a multi-year growth plan to capture every available brand and subsidiaryExperience working closely with internal teams, including Marketing, Solutions Consulting, and Customer Success, to ensure customer satisfaction and successComfortable working for a team in a startup at a growth stage; you possess an entrepreneurial personality capable of effectively solving problems with minimal guidanceSuperb planning and time management skills with the ability to understand customer pains and provide effective solutions to meet their business objectivesBenefitsCompany bonusIncentive for sales rolesEquityComprehensive medicalDentalVisionHealth savings accountFlexible spending accounts (medical, limited purpose, dependent care, commuter benefit accounts)Basic and voluntary life and AD&D insurance401(k) with company matchParental leaveAbility to participate in unlimited paid time off subject to the terms and conditions of the PTO policy, including 8 company wide holidaysShort and long-term disability insuranceAccident and critical illness insuranceReferral bonus policyEmployee assistance programPet insuranceTravel assistant programWellbeing and childcare discountsBenefit advocatesLearning and development benefitCompany OverviewID.me is a digital identity wallet that allows users to securely prove their identity online. It was founded in 2010, and is headquartered in Mclean, Virginia, USA, with a workforce of 1001-5000 employees. Its website is https://www.ID.me.