Account Manager, SLED (Southeast) New United States (U.S.)

ID.me, Inc.; United States; On-site; USD 111,000 - 131,000; Full time

Benefits offered by this job

Medical

Dental

Vision

401(k) with match

Job summary

IDMe in the United States seeks a Senior Strategic Account Manager for Public Sector (SLED NC/SC/GA). You will own renewal and expansion revenue across state, local, and education accounts, building relationships with CIOs and program directors while driving year‑over‑year growth.

Based in NC, SC, or GA, you will navigate procurement, lead executive reviews, and coordinate with Product and Customer Success to maximize public value and taxpayer outcomes.

Qualifications

• 7+ years in Public Sector account management or sales.
• Proven track record managing multi-million dollar SLED portfolios.
• Expert knowledge of NASPO, GSA contracts for expansion.
• Ability to navigate leadership changes within agencies.

Responsibilities

• Own renewal and expansion revenue within assigned SLED accounts.
• Land and expand across departments and agencies.
• Lead end-to-end upsell cycles from discovery to close.
• Manage renewals starting 180 days out to avoid gaps.
• Identify at-risk accounts and mitigate churn.
• Negotiate multi-year contracts within government procurement.

Skills

Public Sector Sales

Account Management

Procurement Knowledge

Executive Relationships

Negotiation

Education

Bachelor's degree in a relevant field

Tools

NASPO/GSA Vehicles

Job description

IDMe is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with IDMe once and seamlessly login across websites without having to create a new login and verify their identity again. Over 175 million users experience streamlined login and identity verification with IDMe at 22 federal agencies, 50 state government agencies, and more than 100 healthcare organizations. Over 600 consumer brands use IDMe to verify communities and user segments to honor service and build more authentic relationships. IDMe’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. IDMe 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/ .

IDMe 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.

At IDMe, we embrace the thoughtful use of AI tools in our daily work and there are even occasions where we leverage AI in our hiring process. However, during the interview process, we want to understand your individual skills and experiences. Therefore, we have guidelines on how AI can be appropriately used during your application and interviews which can be found here .

Account Manager, Public Sector (SLED NC/SC/GA)

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 NC, SC, or GA 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.
• 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+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.

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.

• 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
• Learning and development benefit

Final offers may vary from the amount listed based on qualifications, professional experiences, skills, education, relevant training, geographic location, and other job related factors.

Pay Range

$111,000 - $131,400 USD

IDMe maintains a work environment free from discrimination, where employees are treated with dignity and respect. All IDMe employees share in the responsibility for fulfilling our commitment to equal employment opportunity. IDMe 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. IDMe adheres to these principles in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, social and recreational programs, and discipline. In addition, IDMe'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.

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Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in IDMe’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

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