Account Manager- Workforce Identity- East (NY/NJ/MD/DC)

ID.me

5d•$125,000 - $150,000•Onsite

About The Position

ID.me is seeking a senior-level, quota-carrying Account Manager to protect and grow its footprint in the Employee Lifecycle space. This role is responsible for the health, retention, and expansion of critical relationships with both direct enterprise customers and platform partners. The Account Manager will ensure strong net retention, drive year-over-year growth by expanding customers across the employee lifecycle, and own and grow platform relationships through enablement and co-selling. This is a high-trust, high-impact role at the intersection of security, identity, and enterprise technology, requiring a motivated individual ready to bring their best to a category-defining company.

Requirements

5+ years in a quota-carrying account management, customer success, or “hunter” sales role.
Success co-selling with or managing technology platform partners, channel relationships, or alliances is preferred.
Familiarity with enterprise HR, security, and IT buyers and budgets, with a preference for experience in employment, hiring, identity, or security-related solutions.
A year-over-year track record of achieving quota, hitting retention targets, and being recognized as a top performer.
Experience managing portfolios and closing opportunities with ACVs ranging from $100k to $1m+ on 6- to 12-month sales cycles.
Trained in leading sales methodologies (e.g., Command of the Sale, MEDDIC).
Experience with Salesforce.
Experience working for a team in a startup at a growth stage is highly desired.
Ability to navigate complex enterprise organizations and holding companies, maintaining account stability through executive transitions.
Skilled at mapping a large enterprise and building a multi-year plan to capture and drive growth.
Able to build trust with partner teams, align incentives, and run joint sales motions — making it easy and rewarding for partners to bring ID.me into their deals.
Works closely with internal teams — Solutions Consulting, Marketing, Customer Success, and Product — to ensure customer satisfaction and long-term value realization.
Superb planning and time management skills, with the ability to understand customer pains and translate them into effective solutions.
Excellent written and verbal communication, with the ability to engage a broad range of audiences at all levels of an organization.
An entrepreneurial personality capable of effectively solving problems with minimal guidance.

Nice To Haves

Familiarity with enterprise HR, security, and IT buyers and budgets, with a preference for experience in employment, hiring, identity, or security-related solutions.
Experience working for a team in a startup at a growth stage is highly desired.

Responsibilities

Carry and exceed a formal quota composed of renewal revenue (GRR), expansion (NRR), and partner-sourced bookings.
Identify “white space” within current customers — additional lifecycle stages (pre-hire to post-hire), new business units, and worker populations — and build multi-year expansion plans that move accounts toward end-to-end coverage.
Proactively manage the renewal process starting 180 days out, ensuring zero “dark” periods or budget lapses, and securing multi-year, “sticky” master service agreements.
Identify at-risk accounts early by monitoring adoption health — proofing and authentication volumes, conversion, and program performance — alongside organizational changes such as security or HR leadership turnover, reorganizations, and M&A.
Serve as the primary point of contact for assigned platform partners — building trusted, productive relationships with their sales, product, and leadership teams.
Partner with AEs to close pipeline sourced through partners, running joint deals from discovery to close and acting as the identity expert in front of the partner’s prospects and customers.
Train and equip partner sellers to position ID.me, generate qualified leads, and recognize identity opportunities within their own base — making it easy for them to bring us into their deals.
Help partners win and expand their own business with ID.me as a differentiator, and activate joint go-to-market — campaigns, webinars, and co-marketing — that builds pipeline for both sides.
Leverage partner relationships to embed ID.me across more checkpoints of the hiring and employment lifecycle, expanding the shared identity infrastructure over time.
Maintain and deepen relationships with decision-makers on both sides — CHROs, CISOs, and CIOs at customers, and sales, product, and leadership counterparts at partners — plus the operational owners who run programs day to day.
Lead high-impact EBRs that translate performance data into measurable outcomes — fraud and nation-state attempts blocked, criminal records surfaced, faster time-to-hire, candidate conversion, reduced help-desk and operational costs, stronger compliance posture, and, for partners, co-sold revenue and pipeline.
Act as a strategic liaison to our Product team, channeling structured feedback from both customers and partners that influences the roadmap based on real workforce needs.

Benefits

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 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
Learning and development benefit