Director, Business Development

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ID.me

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2010

🔒 Cybersecurity

💳 Fintech

🏛️ Government

Cybersecurity • Fintech • Government

ID. me is a digital identity verification and authentication company that provides secure login solutions for accessing various government and institutional services. It helps individuals prove and manage their identity online, offering services to access Social Security Administration benefits and an array of government services. Additionally, ID. me offers a curated marketplace with exclusive discounts for the military, veterans, first responders, and teachers, allowing users to control their data and benefit from various savings programs. With a focus on security and privacy, ID. me is trusted by numerous federal agencies and healthcare organizations. The ID. me Wallet simplifies secure identity proof and sharing online.

📋 Description

• 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.

🎯 Requirements

• 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.