Account Manager, Communities

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.

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 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.

Qualifications

• Experience & Expertise
• 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.
• Skills & Competencies
• 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.

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 Core Values

• Don't be a jerk.
• Always compete.
• Ask questions like a 5-year old.
• Inspire people with your passion.
• Make something better every day.
• Treat each customer like your favorite family member.
• Own your mistakes so you can learn from them.
• Details are everything.
• Act like a scientist, not a talking head.
• Be truthful (even when it's hard).
• Reflect ID.me's values in your actions.
• If the rule prevents the right outcome, then break the rule.

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.

ID.me offers 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, 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, and a learning and development benefit.

The above represents the anticipated total rewards package for this job requisition. Final offers may vary from the amount listed based on qualifications, professional experiences, skills, education, relevant training, geographic location, and other job related factors.

U.S. Pay Range

$129,500-$153,370 USD

Mountain View, CA Pay Range

$129,500-$161,000 USD

ID.me 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.