Account Manager, Communities_Eastern USA

divh2Account Manager, Communities/h2pMcLean, Virginia/ph3Company Overview/h3pID.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 login across websites without having to create a new login and verify their identity again. Over 152 million users experience streamlined login and identity verification with ID.me at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations. More than 600+ consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships. ID.mes technology meets the federal standards for consumer authentication set by the Commerce Department and is approved as a NIST 800-63-3 IAL2 / AAL2 credential service provider by the Kantara Initiative. ID.me is committed to No Identity Left Behind to enable all people to have a secure digital identity./ph3Role Overview/h3pThe Account Manager (AM) is a senior-level, quota-carrying position responsible for the health, retention, and aggressive expansion of our most critical commercial and eRetailing accounts. You are the CEO of your assigned book of business within the Communities segment (e.g., Military, First Responders, Students, Teachers, Nurses, etc.). Your mission is twofold: ensure 100% net retention through impeccable renewal management and drive year-over-year (YoY) growth by identifying and closing expansion opportunities within existing customer portfolios./ph3Key Responsibilities/h3ullistrongRevenue Ownership

Growth/strong/liullistrongQuota Attainment:/strong Carry and exceed a formal quota composed of both Renewal Revenue (GRR) and Expansion (NRR) within your assigned commercial accounts./lilistrongLand

Expand Strategy:/strong Identify white space within current customers to expand Community Verification products, and drive growth via UX changes./lilistrongUpsell Execution:/strong Lead the end-to-end sales cycle for expansion opportunities, from initial discovery to contract amendment and closing./li/ullistrongRenewal

Retention Excellence/strong/liullistrongLifecycle Management:/strong Proactively manage the renewal process starting 180 days out, ensuring zero dark periods or budget lapses./lilistrongChurn Mitigation:/strong Identify at-risk accounts early by monitoring usage health, program performance, and organizational changes (e.g., e-commerce leadership turnover or marketing budget shifts)./lilistrongContract Negotiation:/strong Navigate complex commercial procurement hurdles and vendor management processes to secure multi-year renewals and sticky master service agreements./li/ullistrongStrategic Account Governance/strong/liullistrongExecutive Alignment:/strong 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 priority./lilistrongExecutive Business Reviews (EBRs):/strong Lead high-impact EBRs that translate technical performance data into customer acquisition ROI, conversion rate optimization, and overall business objectives./lilistrongVoice of the Customer:/strong 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 needs./li/ul/ulh3Qualifications/h3ullistrongExperience

Expertise/strong/liullistrongThe Commercial Tech Veteran:/strong 5+ years of experience in a quota-carrying account management, customer success, or hunter sales role./lilistrongIndustry Knowledge:/strong Deep 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 segments./lilistrongQuota Performance:/strong A year-over-year track record of achieving quota, hitting retention targets, and being recognized as a top performer./lilistrongDeal Complexity:/strong Experience managing portfolios and closing opportunities with ACVs ranging from $100k to $1m on 6 to 12 month sales cycles./li/ullistrongSkills

Competencies/strong/liullistrongCommercial Savvy:/strong Ability to navigate complex retail organizations and holding companies, maintaining account stability during executive transitions./lilistrongAnalytical Growth Mindset:/strong Skilled at looking at a massive internet retailer and mapping out a multi-year growth plan to capture every available brand and subsidiary./lilistrongCollaborative Leadership:/strong Experience working closely with internal teams, including Marketing, Solutions Consulting, and Customer Success, to ensure customer satisfaction and success./lilistrongStartup Agility:/strong Comfortable working for a team in a startup at a growth stage; you possess an entrepreneurial personality capable of effectively solving problems with minimal guidance./lilistrongConsultative Problem Solving:/strong Superb planning and time management skills with the ability to understand customer pains and provide effective solutions to meet their business objectives./li/ul/ulh3Key Performance Indicators (KPIs)/h3ullistrongGross Retention Rate (GRR):/strong Ensuring existing contracts renew on time./lilistrongNet Revenue Retention (NRR):/strong Growth of the account via upsells and cross-sells./lilistrongPipeline Velocity:/strong Speed at which expansion opportunities move through the commercial procurement funnel./li/ulh3Our Core Values/h3ulliDont be a jerk./liliAlways compete./liliAsk questions like a 5-year old./liliInspire people with your passion./liliMake something better every day./liliTreat each customer like your favorite family member./liliOwn your mistakes so you can learn from them./liliDetails are everything./liliAct like a scientist, not a talking head./liliBe truthful (even when its hard)./liliReflect ID.mes values in your actions./liliIf the rule prevents the right outcome, then break the rule./li/ulpID.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./ppThe 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 ADD insurance, 401(k) with company match, parental leave, ability to participate in unlimited paid time off subject to the terms and conditions of the PTO policy, including 8 company wide holidays, short 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. The above represents the anticipated total rewards package for this job requisition. Final offers may vary from the amount listed based on qualifications, professional experiences, skills, education, relevant training, geographic location, and other job related factors./ppMountain View, CA Pay Range/pp$131,400 - $147,780 USD/ppID.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/p/div