Account Manager, SLED (Southeast) at ID.me

Job description

Company Overview 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. 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 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