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

Note: The job is a remote job and is open to candidates in USA. ID.me is a next-generation digital identity wallet that simplifies online identity verification for consumers. The Account Manager will be responsible for managing and expanding critical relationships with enterprise customers and platform partners, ensuring strong retention and driving growth across the employee lifecycle.ResponsibilitiesQuota Attainment: Carry and exceed a formal quota composed of renewal revenue (GRR), expansion (NRR), and partner-sourced bookingsLand & 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 coverageRenewal Excellence: Proactively manage the renewal process starting 180 days out, ensuring zero “dark” periods or budget lapses, and securing multi-year, “sticky” master service agreementsAdoption & 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&AOwn the Partner Relationship: Serve as the primary point of contact for assigned platform partners — building trusted, productive relationships with their sales, product, and leadership teamsCo-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 customersPartner 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 dealsGrow 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 sidesExtend the Infrastructure: Leverage partner relationships to embed ID.me across more checkpoints of the hiring and employment lifecycle, expanding the shared identity infrastructure over timeExecutive 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 dayExecutive 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 pipelineVoice 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 needsSkills5+ years in a quota-carrying account management, customer success, or 'hunter' sales roleSuccess co-selling with or managing technology platform partners, channel relationships, or alliancesFamiliarity with enterprise HR, security, and IT buyers and budgets, with a preference for experience in employment, hiring, identity, or security-related solutionsA 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 cyclesTrained in leading sales methodologies (e.g., Command of the Sale, MEDDIC)Experience with SalesforceExperience working for a team in a startup at a growth stage is highly desiredBenefitsCompany 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.