Account Manager, Commerce & Loyalty_Eastern

Account Manager, Commerce &  USA Own and grow a strategic portfolio of commerce and loyalty accounts in the Eastern United States.

Location:

McLean, Virginia;
Mountain View, California;
New York, New York;
Tampa, Florida

Compensation: $131, USD / year

McLean, Virginia;
New York, New York, United States

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.

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 , 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.

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 Commerce & Loyalty segment (e.g., Military, 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.

• 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, Mar Tech, 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…