Account Manager, ID.me
Communities (Northern California)
$129.5-161k
Office located in Mountain View, CA
Digital identity verification platform
Be an early applicant
Digital identity verification platform
1001+ employees
Be an early applicant
$129.5-161k
Office located in Mountain View, CA
1001+ employees
Company 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.
Role
Who you are
- 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
- 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
What the job involves
- 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., oaktreeMilitary, 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
- 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
- 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 take
ID.me is a digital identity verification platform that simplifies how individuals prove and share their identity online. From identity proofing, authentication, and group affiliation verification, the company’s services are highly scalable, as organizations across all sectors benefit from the type of technology provided by ID.me.
While there are a number of identity verification platforms in the space, ID.me has secured a considerable market share. It's formed partnerships with 45 states, multiple federal agencies, and over 600 consumer brands, resulting in over 150M users.
The company has raised significant funding over the years. With its latest cash injection, the company has been focusing on expanding access to secure identity services and bolstering its defences against AI-driven fraud.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 15 rounds)
Sep 2025
$65m
SERIES E
Apr 2023
$132m
SERIES D
Total funding: $352.4m
Company benefits
- Company-Sponsored Medical, Dental, and Vision Plans for You and Your Family
- Paid Parental Leave
- Generous Paid Time Off
- 401K With Employer Matching
- Company-Sponsored Life Insurance
- Employee Equity Incentive Plan
- Remote Opportunities
- Multiple Lounge Areas and Game Room
- Numerous Mental Health Resources
Company HQ
Tysons, VA
Leadership
Blake Hall
(Co-Founder & CEO)Currently Blake is an Advisor at several companies, including AgentHero and Boomtown!
Salary benchmarks
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