Account Manager- Workforce Identity

About the role

You own the strategic management of key enterprise customers and platform partners within the Employee Lifecycle identity infrastructure. You are responsible for driving both direct account retention and expansion while co-selling through ecosystem partnerships. This role requires you to protect ID.me's trusted identity layer against evolving synthetic identity threats in the workforce market. You will translate complex customer needs into tailored identity solutions that meet federal authentication standards. You collaborate across security, product, and engineering teams to ensure identity workflows are seamless and compliant. You act as a trusted advisor to C-suite stakeholders at some of the largest employers in government and healthcare. You are accountable for carrying and exceeding a quota that includes gross retention, net revenue retention, and partner-sourced bookings.

Key facts

What you'll do

Develop and execute strategic account plans for direct enterprise customers to achieve net revenue retention and expansion across the employee lifecycle.

Own end-to-end relationship management for a book of business, ensuring high trust, high engagement, and strong retention outcomes.

Identify and prioritize white space within existing accounts to uncover new use cases and lifecycle stages for ID.me identity products.

Partner with Customer Success and Implementation teams to ensure smooth onboarding, adoption, and renewal momentum.

Collaborate with Product and Engineering to translate customer requirements into product feedback and identity feature enhancements.

Co-sell with platform partners and enable them to sell ID.me identity solutions into their customer base through joint go-to-market initiatives.

Analyze competitive dynamics and market trends to position ID.me as the persistent identity layer for workforce verification and access.

Maintain deep expertise in identity and authentication standards, including NIST 800-63-3 IAL2 and AAL2 frameworks.

Represent ID.me in enterprise and partner discussions, serving as the primary point of contact for strategic identity initiatives.

Track and report on account health metrics, pipeline progress, and quota attainment using data-driven insights.

Build executive-level influence and communication skills to lead complex, multi stakeholder buying environments.

Contribute to the development of playbooks, battle cards, and enablement content for long-term account success.

Champion the "No Identity Left Behind" mission by ensuring identity solutions reach diverse and underserved workforce segments.

Demonstrate ownership of bookings, retention, and expansion metrics in a fast-paced, quota-carrying environment.

Requirements

Must be authorized to work in the United States and not require sponsorship for employment visa now or in the future.

Must reside in the United States at the time of hire.

Must be willing to accept employment in one of the following office locations: McLean, VA; Mountain View, CA; New York City, NY; or Tampa, FL.

Must be comfortable working full-time, in-office, five days per week as part of the company's culture.

Must bring previous experience managing complex enterprise accounts or portfolio ownership in a B2B software environment.

Must have a proven track record of achieving or exceeding quota through direct sales, renewals, and expansion.

Must demonstrate strong understanding of identity, authentication, and verification concepts within enterprise technology markets.

Must be able to communicate effectively with technical and non-technical stakeholders, including executives, engineers, and operators.

Nice to have

Experience with identity, authentication, or workforce verification products is strongly preferred.

Familiarity with federal identity standards such as NIST 800-63-3 and IAL2 / AAL2 is a plus.

Background in government, healthcare, or highly regulated industries is highly valued.

Experience managing partner ecosystems and co-selling motions with platform providers.

Practical notes

This role requires full-time, in-office presence five days per week at one of our U.S. offices.

Applicants must meet the eligibility requirements listed in the Requirements section to be considered for this position.