Director, Business Development

Role Responsibilities

• Own ID.me’s end-to-end business development strategy for the major telecom carriers and associated ecosystem, serving as the primary relationship lead and internal quarterback for each account.
• Originate, structure, and close complex partnership deals — spanning commercial agreements, co-development and co-sell motions, product/platform integrations, and strategic constructs.
• Lead consultative, multi-persona engagement across carrier Network, Product, Security/Fraud, Consumer, HR, and Corporate Development organizations — diagnosing identity and fraud gaps across the subscriber lifecycle and quantifying the financial impact of fraud, call-center OPEX, churn, and account-takeover risk.
• Build and execute account plans that move initial use cases into broader deployments.
• Develop and own a qualified pipeline of partnership and revenue opportunities, with clear stage gates, and deliver against bookings, revenue, and strategic-milestone targets.
• Spend significant time in the field. This is a relationship-driven, high-trust, executive-level initiative; in-person engagement with carrier leadership and ecosystem partners is essential to building trust and accelerating deals.
• Translate ID.me’s value through compelling executive narratives, business cases, and FP&A-grounded models and tailor them to each partner’s priorities.
• Feed market intelligence on carrier roadmaps, competitive dynamics and evolving buyer behavior back to Product and Strategy to sharpen positioning and prioritize the roadmap.
• Partner cross-functionally with Product, Solutions Consulting, Legal, Finance, Marketing, and Customer Success to ensure deals are structured well, integrations land cleanly, and partnerships expand over time.

Qualifications

• At least 8 years in enterprise business development, strategic partnerships, or complex enterprise sales, including a track record of originating and closing large, multi-stakeholder deals.
• Direct experience selling to or partnering with telecom carriers (Verizon, T-Mobile, AT&T, or comparable) — or deep domain experience in an adjacent ecosystem (identity, fraud, payments, network APIs, etc.) with demonstrated ability to navigate carrier organizations.
• Year-over-year track record of achieving targets and being recognized as a top performer.
• Experience structuring non-standard commercial constructs — not just transactional SaaS deals.
• Closed or led opportunities with seven-figure-plus total value on 9–18 month cycles, navigating procurement, security review, legal, and executive sponsorship.
• Strong grasp of identity, authentication, or fraud-prevention concepts; familiarity with NIST IAL2/AAL2, federated protocols (OAuth, OIDC, SAML), and network/SIM-based signals is strongly preferred.
• Trained in a leading sales or value methodology (e.g., Command of the Message, MEDDIC, or similar).
• Experience at a high-growth startup or scale-up is highly desired.
• Experience with Salesforce.

Skills & Abilities

• Entrepreneurial and self-directed — able to build a partnership motion from the ground up and solve ambiguous problems with minimal guidance.
• Executive presence and credibility with senior leaders; able to lead a room and build trust with CISOs, CIOs, Chief Product Officers, and Corporate Development.
• Exceptional written and verbal communication, including the ability to craft executive narratives and business cases for a broad range of audiences and levels.
• Commercially creative and analytically rigorous — comfortable building and defending business cases and deal models.
• Able to manage long, complex deal cycles end-to-end while orchestrating internal and external stakeholders.
• Results-driven, highly organized, and detail-oriented, with the ability to prioritize and operate independently and as part of a team.
• Willingness to learn, adapt, and travel as needed to build high-trust relationships in person.