Account Manager- Workforce Identity

About the role

This role focuses on safeguarding and expanding ID.me's presence within the enterprise workforce identity sector. You will manage key customer relationships and foster growth through strategic partnerships. It's a position for those who thrive on complex accounts and are driven to protect organizations.

Key facts

What you'll do

• Achieve revenue targets for renewals, expansions, and partner-sourced deals.
• Develop multi-year plans to increase customer adoption across all stages of the employee lifecycle.
• Proactively manage contract renewals to ensure uninterrupted service.
• Monitor customer adoption and organizational changes to mitigate churn risk.
• Build and maintain strong relationships with technology platform partners.
• Collaborate with partners to close joint sales opportunities.
• Train partner sales teams to effectively position ID.me solutions.
• Drive joint go-to-market initiatives with partners to generate pipeline.
• Embed ID.me's identity infrastructure deeper within partner ecosystems.
• Cultivate relationships with executive stakeholders at customer and partner organizations.
• Conduct Executive Business Reviews to demonstrate value and outcomes.
• Provide structured feedback to the Product team based on market needs.

Requirements

• A minimum of 5 years in a quota-carrying account management, customer success, or sales role.
• Proven success in co-selling with technology platform partners or managing channel relationships.
• Familiarity with enterprise HR, security, and IT buyer landscapes, with a preference for identity or security solutions.
• A consistent record of meeting or exceeding quota and retention targets.
• Experience managing account portfolios and closing deals with annual contract values between $100,000 and $1,000,000+, typically within 6-12 month sales cycles.
• Training in established sales methodologies such as Command of the Sale or MEDDIC.
• Proficiency with Salesforce.
• Experience in a growth-stage startup environment is highly desirable.

Skills & tools

• Ability to navigate complex enterprise organizations and maintain account stability through leadership changes.
• Skill in mapping large enterprises and creating multi-year growth strategies.
• Aptitude for building trust with partner teams and facilitating joint sales efforts.
• Capacity to collaborate effectively with internal teams like Solutions Consulting, Marketing, Customer Success, and Product.
• Strong problem-solving skills with the ability to understand customer challenges and propose solutions.
• Excellent written and verbal communication skills for engaging diverse audiences.
• An entrepreneurial mindset capable of independent problem-solving.

Practical notes

• This posting is for a current vacancy and the employer intends to fill this position by 8/15.
• ID.me offers comprehensive benefits including medical, dental, vision, 401(k) with company match, and unlimited paid time off.