Account Manager, SLED (California)

Mountain View, California, United States

Company Overview
ID.me is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with ID.me once and seamlessly log in across websites without having to create new logins or verify their identity again. ID.me serves more than 152 million users at 20 federal agencies, 45 state government agencies, 70+ healthcare organizations, and over 600 consumer brands. The company’s technology meets federal standards for consumer authentication and is approved as a NIST 800-63-3 IAL2 / AAL2 credential service provider by the Kantara Initiative.

Account Manager, Public Sector (SLED)
Role Overview
The Senior Strategic Account Manager (SAM) is a senior-level quota-carrying position responsible for the health, retention, and aggressive expansion of our most critical State, Local, and Education accounts. You act as the “CEO” of your assigned book of business, ensuring 100% net retention through impeccable renewal management while driving year-over-year growth by identifying and closing expansion opportunities within existing agency frameworks.

THE CANDIDATE MUST BE LOCATED IN CALIFORNIA TO BE CONSIDERED FOR THIS ROLE.

Key Responsibilities
Revenue Ownership & Growth

Quota Attainment: Carry and exceed a formal quota composed of both Renewal Revenue (GRR) and Expansion (NRR) within your assigned SLED accounts.

Land & Expand Strategy: Identify “white space” within existing accounts to sell additional modules, services, or seat licenses across new departments and agencies.

Upsell Execution: Lead the end-to-end sales cycle for expansion opportunities, from initial discovery to contract amendment and closing.

Lifecycle Management: Proactively manage the renewal process starting 180 days out, ensuring zero “dark” periods or budget lapses.

Churn Mitigation: Identify “at‑risk” accounts early by monitoring usage health and political climate changes (e.g., leadership turnover or legislative shifts).

Contract Negotiation: Navigate complex government procurement hurdles to secure multi‑year renewals and “sticky” contract vehicles.

Strategic Account Governance

Executive Alignment: Maintain and deepen relationships with SLED executives (CIOs, Program Directors, Purchasing Chiefs) to ensure our solution remains a top‑tier budget priority.

Executive Business Reviews (EBRs): Lead high‑impact EBRs that translate technical performance data into public value and taxpayer ROI for government stakeholders.

Voice of the Customer: Act as a strategic liaison between SLED clients and our Product team to influence the roadmap based on government‑specific compliance and needs.

Qualifications
Experience & Expertise

The SLED Veteran: 7–15 years of experience in Public Sector account management or sales with a proven track record of managing multi‑million dollar SLED portfolios.

Quota Performance: Consistent history of hitting both retention targets and expansion
ew business quotas.

SLED Procurement Mastery: Expert‑level knowledge of how to utilize existing contract vehicles (NASPO, GSA, state‑specific term contracts) to bypass traditional RFP hurdles for expansion sales.

Political Savvy: Ability to navigate the “revolving door” of government leadership and maintain account stability during administration changes.

Analytical Growth Mindset: Skilled at looking at a massive state agency and mapping out a 3‑year growth plan to capture every available sub‑department.

Collaborative Leadership: Experience working closely with Customer Success, Support, and Professional Services to ensure the customer is healthy enough to buy more.

Startup Agility: Comfortable in a high‑growth environment; self‑starter who doesn’t wait for a lead to land in your lap.

Consultative Problem Solving: Experience identifying business issues, understanding the impact it has, and designing solutions that align with product offerings and company objectives.

Key Performance Indicators (KPIs)

Gross Retention Rate (GRR): Ensuring existing contracts renew on time.

Net Revenue Retention (NRR): Growth of the account via upsells and cross‑sells.

Pipeline Velocity: Speed at which expansion opportunities move through the government procurement funnel.

The annual base salary listed does not include a company bonus, incentive for sales roles, equity, and benefits which will be determined based on experience, skills, education, relevant training, geographic location, and role.

ID.me offers comprehensive medical, dental, vision, health savings account, flexible spending accounts (medical, limited purpose, dependent care, commuter benefit accounts), basic and voluntary life and AD&D insurance, 401(k) with company match, parental leave, unlimited paid time off subject to PTO policy, 8 company‑wide holidays, short‑term and long‑term disability insurance, accident and critical illness insurance, referral bonus policy, employee assistance program, pet insurance, travel assistant program, wellbeing and childcare discounts, benefit advocates, and a learning and development benefit.

Mountain View, CA Pay Range

$111,000 - $147,780 USD

ID.me is a full‑time, in‑office culture. Unless a specific job description explicitly states otherwise, all roles are on‑site five days per week at one of our offices in McLean, VA; Mountain View, CA; New York City, NY; or Tampa, FL. Certain roles — such as field‑based sales or other remote‑by‑design positions — may have different work arrangements as noted in their individual postings.

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 employment opportunity. ID.me does not discriminate against any employee or applicant on the basis of age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. ID.me adheres to these principles in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, social and recreational programs, and discipline. In addition, ID.me’s policy is to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws, regulations and ordinances where a particular employee works. Upon request we will provide you with more information about such accommodations.

ID.me participates in E‑Verify.

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