Senior Enterprise Identity Account Manager & Partnerships

Idme; Mountain View (CA); On-site; USD 125,000 - 150,000; Full time

Job summary

ID.me is seeking an Account Manager to drive health, retention, and aggressive expansion of our Employee Lifecycle relationships. The role balances direct enterprise account growth with partner co-sell to extend our identity infrastructure across hiring and employment workflows.

You will manage renewal strategies, adoption health, and cross-sell opportunities, while collaborating with partners and internal teams to grow multi-year expansion.

Qualifications

• The Enterprise Veteran: 5+ years in a quota-carrying account management, customer success, or hunter sales role.
• Channel & Co-Sell Experience: Success co-selling with or managing technology platform partners, channel relationships, or alliances is preferred.
• Industry Knowledge: Familiarity with enterprise HR, security, and IT buyers and budgets, with a preference for experience in employment, hiring, identity, or security-related solutions.
• 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.
• Methodology: Trained in leading sales methodologies (e.g., Command of the Sale, MEDDIC).
• Tooling: Experience with Salesforce.
• Startup Agility: Experience working for a team in a startup at a growth stage is highly desired.

Responsibilities

• Quota Attainment: Carry and exceed a formal quota composed of renewal revenue (GRR), expansion (NRR), and partner-sourced bookings.
• Land & Expand Strategy: 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.
• Renewal Excellence: Proactively manage the renewal process starting 180 days out, ensuring zero 'dark' periods or budget lapses, and securing multi-year, 'sticky' master service agreements.
• Adoption & Churn Mitigation: 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.
• Own the Partner Relationship: Serve as the primary point of contact for assigned platform partners — building trusted, productive relationships with their sales, product, and leadership teams.
• Co-Sell Execution: 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.
• Partner Enablement: 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.
• Grow the Partner’s Business: 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.
• Extend the Infrastructure: Leverage partner relationships to embed ID.me across more checkpoints of the hiring and employment lifecycle, expanding the shared identity infrastructure over time.
• Executive Alignment: 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.

Skills

Account management

Quota carrying

Relationship management

Sales

Co-Sell

Tools

Salesforce

Job description

ID.me is seeking an Account Manager to drive health, retention, and aggressive expansion of our Employee Lifecycle relationships. The role balances direct enterprise account growth with partner co-sell to extend our identity infrastructure across hiring and employment workflows.

You will manage renewal strategies, adoption health, and cross-sell opportunities, while collaborating with partners and internal teams to grow multi-year expansion.