Account Manager, SLED

Responsibilities

• Own the health, retention, and aggressive expansion of critical State, Local, and Education (SLED) accounts
• Exceed formal quotas for both Renewal Revenue (GRR) and Expansion (NRR)
• Execute "land and expand" strategies by identifying white space within existing accounts to sell additional modules and services
• Proactively manage the renewal lifecycle starting 180 days out to ensure zero budget lapses
• Navigate complex government procurement hurdles and contract negotiations to secure multi-year renewals
• Maintain deep relationships with SLED executives, including CIOs and Program Directors
• Lead Executive Business Reviews (EBRs) to demonstrate taxpayer ROI and public value
• Act as a strategic liaison between SLED clients and the Product team to influence the product roadmap

Requirements

• 7–15 years of experience in Public Sector account management or sales
• Proven track record of managing multi-million dollar SLED portfolios
• Consistent history of hitting both retention and expansion/new business quotas
• Expert-level knowledge of SLED procurement vehicles, including NASPO, GSA, and state-specific contracts
• Must be located in California

Preferred Qualifications

• Experience working in high-growth startup environments
• Strong analytical skills with the ability to map long-term growth plans for large state agencies
• Ability to navigate political shifts and leadership turnover within government organizations

Benefits

• Comprehensive medical, dental, and vision insurance
• 401(k) with company match
• Unlimited paid time off (subject to policy)
• Parental leave
• Flexible spending accounts and health savings accounts
• Learning and development benefits

About the Company

ID.me is a next-generation digital identity wallet that simplifies how individuals securely prove their identity online. With over 152 million users, ID.me provides streamlined identity verification for 20 federal agencies, 45 state government agencies, and over 70 healthcare organizations. We are committed to the mission of "No Identity Left Behind."