Account Manager, ID.me
SLED, Central or Western USA
$111-147.8k
More information about location
Digital identity verification platform
Be an early applicant
Digital identity verification platform
1001+ employees
Be an early applicant
$111-147.8k
More information about location
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 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
- 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
What the job involves
- 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
- 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
- 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
- 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
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 service 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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