ID.me
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Account Manager, SLED (California)
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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 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.me’s 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. To learn more, visit https://network.id.me/.
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 are the "CEO" of your assigned book of business. 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 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.
Renewal & Retention Excellence
- 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. You must have a proven track record of managing multi-million dollar SLED portfolios.
- Quota Performance: A consistent history of hitting both retention targets and expansion/new 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.
Skills & Competencies
- 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; you are a 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, 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.
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.
Please review our Privacy Policy, including our CCPA policy, at id.me/privacy. If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.
ID.me participates in E-Verify.
Ready to apply?
Apply to ID.me
Account Executive, Workforce Identity West
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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 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.me’s 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. To learn more, visit https://network.id.me/.
The Opportunity
The way organizations hire, onboard, and authenticate employees is under attack. AI-generated deepfakes, synthetic identities, nation-state actors, and sophisticated social engineering campaigns are infiltrating workplaces at an unprecedented scale. More than 300 companies have reported hiring DPRK actors. Employment fraud has grown 5x in the last five years. Gartner predicts that by 2028, 25% of all job candidates will be fake. Employers tell us we’re already past that point.
At ID.me, we're the frontline defense. We have spent five years pioneering this space and developing the Employee Lifecycle vision. Today we support over 800 employers, and are integrated into many leading employment platforms. We are becoming the identity layer that connects hiring, onboarding, and workforce access end-to-end.
We are hiring this position to drive enterprise sales across our Employee Lifecycle business. You will work directly with CISOs, CHROs, and CIOs at some of the most influential organizations in the country to embed identity proofing and authentication into the moments that matter most—and you will be selling a solution that has measurable, defensible impact on fraud prevention, candidate experience, and operational cost.
This is high-stakes, high-impact work at the intersection of security, identity, and enterprise technology. If you're energized by complex problems, motivated by protecting people, and ready to bring your best to a category-defining company, we want to hear from you.
Role Responsibilities
- Own and execute an enterprise sales strategy targeting large organizations in regulated and at risk industries such as Financial Services, Technology, Staffing, Healthcare, and Security & Defense.
- Lead consultative, multi-persona discovery across CHROs, CISOs, and CIOs to diagnose identity gaps across the hiring and access lifecycle and quantify the financial impact of fraud, operational inefficiency, and compliance risk.
- Drive both direct enterprise deals and co-sell motions alongside our platform partners—to source, progress, and close pipeline.
- Build and maintain a qualified pipeline and achieve bookings and revenue targets.
- Articulate ID.me’s Employee Lifecycle value proposition through compelling presentations, demos, and executive-level proposals.
- Spend significant time in the field with prospects and customers. This is a relationship-driven, high-trust sale. In-person engagement with enterprise security and talent leaders and ecosystem partners will be essential to accelerating deal progression.
- Contribute market intelligence on competitive dynamics, product gaps, and evolving buyer behavior back to BD and Product to sharpen positioning and accelerate roadmap priorities.
- Partner cross-functionally with Solutions Consulting, Marketing, Customer Success, and Product to ensure seamless handoff, long-term value realization, and expansion into post-hire use cases after initial deployment.
Qualifications
- At least 5 years in a quota-carrying, “hunter” sales role
- Year-over-year track record of achieving quota and being recognized as a top performer
- Experience working within employment, hiring, or related fields; experience with identity related solutions is strongly preferred
- Closed opportunities with ACVs ranging from $100k to $1m on 6 to 12 month sales cycles
- Trained in leading sales methodologies (i.e. Command of the Sale, Message)
- Experience selling technology into commercial markets, specifically top enterprises
- Demonstrated success in interfacing with customers and building trust
- Experience working for a team in a startup at a growth stage is highly desired
- Experience with Salesforce
Skills/Abilities
- Entrepreneurial personality, capable of effectively solving problems with minimal guidance
- Results-driven, highly organized and detail-oriented with the ability to multitask
- Excellent written and verbal communications skills and ability to communicate to a broad range of audience types at all levels of the organization
- Ability to build relationships with customers
- Ability to manage the sales cycle from start to finish
- Ability to work independently and as part of a team
- Superb planning and time management skills, ability to prioritize tasks and ability to meet deadlines with little supervision
- Willingness to learn and adapt
● Competitive Compensation
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, 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.
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.
Please review our Privacy Policy, including our CCPA policy, at id.me/privacy. If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.
ID.me participates in E-Verify.
Ready to apply?
Apply to ID.me
Account Executive, Communities - Northern California
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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 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.me’s 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. To learn more, visit https://network.id.me/.
Company Overview
ID.me is a leading digital identity platform with more than 160 million registered members, trusted by fourteen federal agencies, agencies across 30 states, and over 600 enterprise brands. While widely recognized for powering secure identity verification for federal and state governments (NIST 800-63-3 IAL2/AAL2 compliant and Kantara-approved), ID.me Communities is the company’s high-growth commercial offering focused on customer acquisition and revenue expansion.
ID.me Communities enables retailers and ecommerce brands to reach high-value consumer groups — including military members, veterans, students, teachers, nurses, and first responders. By embedding secure identity and affiliation verification directly into the ecommerce checkout experience or loyalty platform, brands can confidently offer exclusive discounts while preventing fraud, abuse, and margin leakage.
Beyond verification, brands gain access to millions of pre-verified users within the ID.me network who actively seek companies that support their communities. This combination of verification and distribution drives measurable results: new customer acquisition, higher conversion rates, increased average order value, and stronger lifetime value.
In 2025, ID.me raised $340 million in a Series E round, valuing the company at over $2 billion — reinforcing its position as a trusted leader in digital identity and community-driven commerce.
Role Responsibilities
- Own and execute a territory-based sales strategy designed to meet or exceed bookings targets, prioritizing high-ACV opportunities where ID.me has a clear right to win.
- Spend time in the field with prospects and customers, building executive-level relationships, strengthening trust, and accelerating deal progression through in-person engagement.
- Proactively build and manage a qualified pipeline of enterprise retailers and ecommerce brands, leveraging persona-based messaging and partnering with Business Development to drive consistent coverage and measurable pipeline growth.
- Lead consultative, value-based discovery to uncover core business challenges (e.g., customer acquisition, conversion lift, fraud prevention, margin protection) and quantify the financial impact ID.me Communities can deliver.
- Clearly articulate ID.me’s commercial value proposition — verification plus distribution — through compelling presentations, demos, and proposals that translate technical capabilities into revenue growth and ROI.
- Develop strong product and industry acumen to confidently navigate technical conversations, address competitive dynamics, and manage complex procurement processes.
- Build internal alignment and political capital to effectively progress opportunities, identify risks early, and proactively drive resolution.
- Partner cross-functionally with Marketing, Solutions Consulting, and Customer Success to ensure seamless handoff, long-term value realization, expansion opportunities, and referrals.
- Maintain deep awareness of industry trends, competitive positioning, and evolving community-based marketing strategies to continuously refine territory execution and maximize impact.
Qualifications
- At least 5 years in a quota-carrying, “hunter” sales role
- Year-over-year track record of achieving quota and being recognized as a top performer
- Knowledge of e-commerce, MarTech, and performance marketing personas and budgets
- Experience working with customers in apparel, consumer electronics, home goods, and/or sports and outdoors segments
- Closed opportunities with ACVs ranging from $100k to $1m on 6 to 12 month sales cycles
- Trained in leading sales methodologies (i.e. Command of the Sale, Message)
- Experience selling technology into commercial markets, specifically top internet retailers
- Demonstrated success in interfacing with customers and building trust
- Experience working for a team in a startup at a growth stage is highly desired
- Experience with Salesforce
Skills/Abilities
- Entrepreneurial personality, capable of effectively solving problems with minimal guidance
- Results-driven, highly organized and detail-oriented with the ability to multitask
- Excellent written and verbal communications skills and ability to communicate to a broad range of audience types at all levels of the organization
- Ability to build relationships with customers
- Ability to manage the sales cycle from start to finish
- Ability to work independently and as part of a team
- Superb planning and time management skills, ability to prioritize tasks and ability to meet deadlines with little supervision
- Willingness to learn and adapt
- Competitive Compensation
Vision: To be the world’s leading digital identity network empowering people to control their own information and to prove their credentials across all channels: online, call center, and in-person.
Mission: To make the world a more trusted place by delivering the highest level of security with the least amount of friction at the lowest possible cost.
People: We have an audacious mission. We aim to fix the identity layer of the internet. Billions of people will live better lives with more trust and convenience thanks to ID.me. We are like Special Forces. We take on the most difficult challenges with amazing teammates.
Our Core Values: *Don’t be a jerk. *Always compete. *Ask questions like a 5-year old. *Inspire people with your passion. *Make something better every day. *Treat each customer like your favorite family member. *Own your mistakes so you can learn from them. *Details are everything. *Act like a scientist, not a talking head. *Be truthful (even when it’s hard). *Reflect ID.me’s values in your actions. *If the rule prevents the right outcome, then break the rule.
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.
Please review our Privacy Policy, including our CCPA policy, at id.me/privacy. If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.
ID.me participates in E-Verify.
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, 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.
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.
Please review our Privacy Policy, including our CCPA policy, at id.me/privacy. If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.
ID.me participates in E-Verify.
Ready to apply?
Apply to ID.me
Account Manager Communities, WEST
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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 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.me’s 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. To learn more, visit https://network.id.me/.
Account Manager, Communities
Company Overview ID.me is a high-growth enterprise software company that simplifies how people prove and share their identity online. The company empowers people to control their data through a portable and trusted login, which means they don’t need to create a new password when visiting sites that have the ID.me button. ID.me’s digital identity network has over 117 million registered members, and is used by fourteen federal agencies, agencies in 30 states and over 600 corporations for secure identity proofing and verification.
Role Overview The 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.
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 commercial accounts.
- Land & Expand Strategy: Identify "white space" within current customers to expand Community Verification products, and drive growth via UX changes.
- Upsell Execution: Lead the end-to-end sales cycle for expansion opportunities, from initial discovery to contract amendment and closing.
- Renewal & Retention Excellence
- 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, program performance, and organizational changes (e.g., e-commerce leadership turnover or marketing budget shifts).
- Contract Negotiation: Navigate complex commercial procurement hurdles and vendor management processes to secure multi-year renewals and "sticky" master service agreements.
- Strategic Account Governance
- Executive Alignment: 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.
- Executive Business Reviews (EBRs): Lead high-impact EBRs that translate technical performance data into customer acquisition ROI, conversion rate optimization, and overall business objectives.
- Voice of the Customer: 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.
Qualifications
- Experience & Expertise
- The Commercial Tech Veteran: 5+ years of experience in a quota-carrying account management, customer success, or "hunter" sales role.
- Industry Knowledge: 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.
- Quota Performance: A year-over-year track record of achieving quota, hitting retention targets, and being recognized as a top performer.
- Deal Complexity: Experience managing portfolios and closing opportunities with ACVs ranging from $100k to $1m on 6 to 12 month sales cycles.
- Skills & Competencies
- Commercial Savvy: Ability to navigate complex retail organizations and holding companies, maintaining account stability during executive transitions.
- Analytical Growth Mindset: Skilled at looking at a massive internet retailer and mapping out a multi-year growth plan to capture every available brand and subsidiary.
- Collaborative Leadership: Experience working closely with internal teams, including Marketing, Solutions Consulting, and Customer Success, to ensure customer satisfaction and success.
- Startup Agility: 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.
- Consultative Problem Solving: Superb planning and time management skills with the ability to understand customer pains and provide effective solutions to meet their business 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 commercial procurement funnel.
Our Core Values
- Don’t be a jerk.
- Always compete.
- Ask questions like a 5-year old.
- Inspire people with your passion.
- Make something better every day.
- Treat each customer like your favorite family member.
- Own your mistakes so you can learn from them.
- Details are everything.
- Act like a scientist, not a talking head.
- Be truthful (even when it’s hard).
- Reflect ID.me’s values in your actions.
- If the rule prevents the right outcome, then break the rule.
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.
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, 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.
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.
Please review our Privacy Policy, including our CCPA policy, at id.me/privacy. If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.
ID.me participates in E-Verify.
Ready to apply?
Apply to ID.me
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 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.me’s 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. To learn more, visit https://network.id.me/.
Account Manager, Communities
Company Overview ID.me is a high-growth enterprise software company that simplifies how people prove and share their identity online. The company empowers people to control their data through a portable and trusted login, which means they don’t need to create a new password when visiting sites that have the ID.me button. ID.me’s digital identity network has over 117 million registered members, and is used by fourteen federal agencies, agencies in 30 states and over 600 corporations for secure identity proofing and verification.
Role Overview The 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.
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 commercial accounts.
- Land & Expand Strategy: Identify "white space" within current customers to expand Community Verification products, and drive growth via UX changes.
- Upsell Execution: Lead the end-to-end sales cycle for expansion opportunities, from initial discovery to contract amendment and closing.
- Renewal & Retention Excellence
- 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, program performance, and organizational changes (e.g., e-commerce leadership turnover or marketing budget shifts).
- Contract Negotiation: Navigate complex commercial procurement hurdles and vendor management processes to secure multi-year renewals and "sticky" master service agreements.
- Strategic Account Governance
- Executive Alignment: 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.
- Executive Business Reviews (EBRs): Lead high-impact EBRs that translate technical performance data into customer acquisition ROI, conversion rate optimization, and overall business objectives.
- Voice of the Customer: 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.
Qualifications
- Experience & Expertise
- The Commercial Tech Veteran: 5+ years of experience in a quota-carrying account management, customer success, or "hunter" sales role.
- Industry Knowledge: 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.
- Quota Performance: A year-over-year track record of achieving quota, hitting retention targets, and being recognized as a top performer.
- Deal Complexity: Experience managing portfolios and closing opportunities with ACVs ranging from $100k to $1m on 6 to 12 month sales cycles.
- Skills & Competencies
- Commercial Savvy: Ability to navigate complex retail organizations and holding companies, maintaining account stability during executive transitions.
- Analytical Growth Mindset: Skilled at looking at a massive internet retailer and mapping out a multi-year growth plan to capture every available brand and subsidiary.
- Collaborative Leadership: Experience working closely with internal teams, including Marketing, Solutions Consulting, and Customer Success, to ensure customer satisfaction and success.
- Startup Agility: 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.
- Consultative Problem Solving: Superb planning and time management skills with the ability to understand customer pains and provide effective solutions to meet their business 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 commercial procurement funnel.
Our Core Values
- Don’t be a jerk.
- Always compete.
- Ask questions like a 5-year old.
- Inspire people with your passion.
- Make something better every day.
- Treat each customer like your favorite family member.
- Own your mistakes so you can learn from them.
- Details are everything.
- Act like a scientist, not a talking head.
- Be truthful (even when it’s hard).
- Reflect ID.me’s values in your actions.
- If the rule prevents the right outcome, then break the rule.
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.
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, 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.
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.
Please review our Privacy Policy, including our CCPA policy, at id.me/privacy. If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.
ID.me participates in E-Verify.
Ready to apply?
Apply to ID.me
Account Executive, Workforce Identity East
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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 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.me’s 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. To learn more, visit https://network.id.me/.
The Opportunity
The way organizations hire, onboard, and authenticate employees is under attack. AI-generated deepfakes, synthetic identities, nation-state actors, and sophisticated social engineering campaigns are infiltrating workplaces at an unprecedented scale. More than 300 companies have reported hiring DPRK actors. Employment fraud has grown 5x in the last five years. Gartner predicts that by 2028, 25% of all job candidates will be fake. Employers tell us we’re already past that point.
At ID.me, we're the frontline defense. We have spent five years pioneering this space and developing the Employee Lifecycle vision. Today we support over 800 employers, and are integrated into many leading employment platforms. We are becoming the identity layer that connects hiring, onboarding, and workforce access end-to-end.
We are hiring this position to drive enterprise sales across our Employee Lifecycle business. You will work directly with CISOs, CHROs, and CIOs at some of the most influential organizations in the country to embed identity proofing and authentication into the moments that matter most—and you will be selling a solution that has measurable, defensible impact on fraud prevention, candidate experience, and operational cost.
This is high-stakes, high-impact work at the intersection of security, identity, and enterprise technology. If you're energized by complex problems, motivated by protecting people, and ready to bring your best to a category-defining company, we want to hear from you.
Role Responsibilities
- Own and execute an enterprise sales strategy targeting large organizations in regulated and at risk industries such as Financial Services, Technology, Staffing, Healthcare, and Security & Defense.
- Lead consultative, multi-persona discovery across CHROs, CISOs, and CIOs to diagnose identity gaps across the hiring and access lifecycle and quantify the financial impact of fraud, operational inefficiency, and compliance risk.
- Drive both direct enterprise deals and co-sell motions alongside our platform partners—to source, progress, and close pipeline.
- Build and maintain a qualified pipeline and achieve bookings and revenue targets.
- Articulate ID.me’s Employee Lifecycle value proposition through compelling presentations, demos, and executive-level proposals.
- Spend significant time in the field with prospects and customers. This is a relationship-driven, high-trust sale. In-person engagement with enterprise security and talent leaders and ecosystem partners will be essential to accelerating deal progression.
- Contribute market intelligence on competitive dynamics, product gaps, and evolving buyer behavior back to BD and Product to sharpen positioning and accelerate roadmap priorities.
- Partner cross-functionally with Solutions Consulting, Marketing, Customer Success, and Product to ensure seamless handoff, long-term value realization, and expansion into post-hire use cases after initial deployment.
Qualifications
- At least 5 years in a quota-carrying, “hunter” sales role
- Year-over-year track record of achieving quota and being recognized as a top performer
- Experience working within employment, hiring, or related fields; experience with identity related solutions is strongly preferred
- Closed opportunities with ACVs ranging from $100k to $1m on 6 to 12 month sales cycles
- Trained in leading sales methodologies (i.e. Command of the Sale, Message)
- Experience selling technology into commercial markets, specifically top enterprises
- Demonstrated success in interfacing with customers and building trust
- Experience working for a team in a startup at a growth stage is highly desired
- Experience with Salesforce
Skills/Abilities
- Entrepreneurial personality, capable of effectively solving problems with minimal guidance
- Results-driven, highly organized and detail-oriented with the ability to multitask
- Excellent written and verbal communications skills and ability to communicate to a broad range of audience types at all levels of the organization
- Ability to build relationships with customers
- Ability to manage the sales cycle from start to finish
- Ability to work independently and as part of a team
- Superb planning and time management skills, ability to prioritize tasks and ability to meet deadlines with little supervision
- Willingness to learn and adapt
● Competitive Compensation
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, 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.
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.
Please review our Privacy Policy, including our CCPA policy, at id.me/privacy. If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.
ID.me participates in E-Verify.
Ready to apply?
Apply to ID.me