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Strategic Account Manager, Federal (USDA, USPS, State)

McLean, Virginia

Company Overview

ID.me is a high-growth enterprise software company that simplifies how people prove and share their identity online.  The company empowers people to control their data through a portable and trusted login, which means they don’t need to create a new password when visiting sites that have the ID.me button.  ID.me’s digital identity network has over 117 million registered members, and is used by fourteen federal agencies, agencies in 30 states and over 600 corporations for secure identity proofing and verification.

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. In addition to helping people control their credentials and data, the company’s “No Identity Left Behind” initiative strives to expand digital access and inclusion for all people. The company offers multiple pathways to identity verification – online self-serve, live video chat agents, and in person.  ID.me is passionate about building a robust identity network that does not compromise access for traditionally underserved groups.

ID.me has received numerous awards including Deloitte’s 2023 Technology Fast 500, Washington Business Journal’s Fastest Growing Companies, Entrepreneur Magazine’s 100 Brilliant Companies and Wall Street Journal’s Startup of the Year finalist.  In recent quarters, ID.me announced it raised $132 million in Series D funding, led by Viking Global Investors with participation from CapitalG, Morgan Stanley Counterpoint, FTV Capital, PSP Growth, Auctus Investment Group, Moonshots Capital, and Scout Ventures. ID.me’s most recent round brings the total investment in ID.me to over $275 million since its founding in 2010.

As a Strategic Account Manager, you will build on ID.me’s current momentum in public and private sector healthcare. You’ll focus on making it safe and easier for Federal agencies to deliver benefits to consumers. You’ll also improve how agencies interact with patients, providers, researchers, clinicians, and other stakeholders. Reporting directly to the SVP, Federal, you will be leading a cross-functional team across Customer Success, Analytics, Solutions Consulting, and other functions. You are considered the “business unit” lead for your part of the portfolio. You will identify and pursue opportunities where ID.me’s product and service offerings create tremendous value for public sector entities and their beneficiaries: higher access rates, less fraud, and more efficient workflows.  

The selected candidate will live within the DMV area commutable to DC, and have experience selling into the USDA, US Postal Office, and/or State Department.

The Impact You Will Make  

  • Drive the entire business development/growth/sales process internally and externally, running your territory as your own business. You will report directly to the executive team and budget owner.
  • Understand the strategic competitive landscape and customer needs to effectively position ID.me’s industry-leading solutions. Healthcare is a massive ecosystem accelerating its adoption of digital identity, and solving problems for and selling to sophisticated buyers is required.  
  • Manage complex sales cycles from start to finish with a track record of successful revenue attainment.  
  • Leverage opportunities within relevant networks while establishing mutually beneficial relationships with strategic partners and alliances.  
  • Create cross-functional relationships while pulling together different business units to maximize sales opportunities.  
  • Manage data through accurate and timely customer, pipeline, and forecast data. 

About You:  

  • You have a strong desire to own a part of the business and drive towards results for agencies and end users.  If they see success, so will you.  
  • You have a proven track record of developing and delivering complex solutions in a competitive market. 
  • You hit or exceed your quota or other business goals consistently.  
  • You have a reputation as a problem solver and are just as likely to receive a letter of recommendation from a customer as a former employer.  
  • You’re an analytical thinker, understand value, and know how to assess an agency’s return on investment (ROI)
  • You are a team player and looking to uplevel your peers and teammates to drive impact within agencies
  • You are an excellent communicator who can take complex topics and distill them into easy-to-understand messages.  
  • You have a bias to act and have an entrepreneurial mindset.  

Qualifications  

  • 5+ years of enterprise Federal SaaS sales experience, with some experience selling into target agencies listed 
  • BA or Graduate degree in economics, engineering, or another quantitative field
  • Successful and consistent attainment over multiple years against quota or other business goals
  • You have active working experience calling the following federal agencies USDA, USPS, and State Department
  • Experience selling to Federal and/or state and local Civilian agencies
  • Identity or cybersecurity background is a plus.  
  • Experience at a top-tier consulting firm is a plus.  
  • Domain expertise is a plus (e.g., healthcare, education, national security, etc.)

Compensation

  • Please note the range for base salary listed below.  There is a 100% sales incentive and equity in addition to this base salary.

The annual base salary listed below for this role is based on experience, skills, education, relevant training and geographic location. Company bonus, incentive for sales roles, equity, and benefits are available depending on the role.

ID.me offers comprehensive medical, dental, vision, health savings account, flexible spending accounts (medical, limited purpose, dependent care, commuter benefit accounts), basic and voluntary life and AD&D insurance, 401(k) with company match, parental leave, ability to participate in unlimited paid time off subject to the terms and conditions of the PTO policy, including 8 company wide holidays, short and long-term disability insurance, accident and critical illness insurance, referral bonus policy, employee assistance program, pet insurance, travel assistant program, wellbeing and childcare discounts, benefit advocates, and a learning and development benefit.

The above represents the anticipated total rewards package for this job requisition. Final offers may vary from the amount listed based on qualifications, professional experiences, skills, education, relevant training, geographic location, and other job related factors.

Pay Range

$135,395 - $157,500 USD

ID.me maintains a work environment free from discrimination, where employees are treated with dignity and respect. All ID.me employees share in the responsibility for fulfilling our commitment to equal employment opportunity. ID.me does not discriminate against any employee or applicant on the basis of age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. ID.me adheres to these principles in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, social and recreational programs, and discipline. In addition, ID.me's policy is to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws, regulations and ordinances where a particular employee works. Upon request we will provide you with more information about such accommodations.

Please review our Privacy Policy, including our CCPA policy, at id.me/privacy. If you provide ID.me with any personally identifiable information you confirm that you have read and agree to be bound by the terms and conditions set out in our Privacy Policy.

ID.me participates in E-Verify.

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