Account Manager, SLED (central OR Western USA)

Account Manager, SLED (CENTRAL OR WESTERN USA)

ID.me is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with ID.me once and seamlessly login across websites without having to create a new login and verify their identity again. Over 152 million users experience streamlined login and identity verification with ID.me at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations. More than 600+ consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships. ID.me'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. ID.me is committed to "No Identity Left Behind" to enable all people to have a secure digital identity.

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 EITHER THE CST OR PST TIME ZONE TO BE CONSIDERED FOR THIS ROLE.

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: 7–15 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.

Skills & Competencies

• 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)

1. Gross Retention Rate (GRR): Ensuring existing contracts renew on time.
2. Net Revenue Retention (NRR): Growth of the account via upsells and cross-sells.
3. Pipeline Velocity: Speed at which expansion opportunities move through the government procurement funnel.

Mountain View, CA Pay Range

$111,000 - $147,780 USD