Account Manager- Workforce Identity- East; NY​/NJ​/MD​/DC ; U.S

Company Overview

is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with  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  at 20 federal agencies, 45 state government agencies, and 70+ healthcare organizations.

More than 600+ consumer brands use  to verify communities and user segments to honor service and build more authentic relationships. ’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.  is committed to “No Identity Left Behind” to enable all people to have a secure digital identity.

The Account Manager (AM) is a senior-level, quota-carrying role responsible for the health, retention, and aggressive expansion of our most critical Employee Lifecycle relationships — both direct enterprise customers and platform partners. The role focuses on growth and relationship management across two tracks: direct enterprise accounts and platform partner relationships.

Direct Account Growth & Retention

• 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.

Partner Co‑Sell & Enablement

• 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 , 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  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  across more checkpoints of the hiring and employment lifecycle, expanding the shared identity infrastructure over time.

Strategic Account & Partner Governance

• 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.
• Executive Business Reviews (EBRs):
  Lead high‑impact EBRs that translate performance data into measurable outcomes — fraud and nation‑state attempts blocked, criminal records surfaced, faster time‑to‑hire, candidate conversion, reduced help‑desk and operational costs, stronger compliance posture, and, for partners, co‑sold revenue and pipeline.
• Voice of the Customer & Partner:
  Act as a strategic liaison to our Product team, channeling structured feedback from both customers and partners that influences the roadmap based on real workforce needs.

• The Enterprise Veteran: 5+ years in a quota‑carrying account management, customer success, or…