Idme Senior Strategic Account Manager (SAM) at IDMe manages health, retention, and expansion of State, Local, and Education accounts in NC, SC, or GA. The role focuses on quota attainment, renewal management, and driving year-over-year growth.
Responsibilities
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 NC, SC, or GA 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.
The SLED Veteran: 7+ 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)
Gross Retention Rate (GRR): Ensuring existing contracts renew on time.
