[Hiring] Director, Business Development @ID.me

Role Description

We are hiring a Director, Business Development to own and grow ID.me’s relationships across the telecommunications ecosystem. You will work directly with senior leaders across Network, Product, Security, Fraud, Consumer, and Corporate Development to structure partnerships that are commercial, strategic, and durable — including co-development, co-sell, and strategic partnership models. This is a builder’s role at the intersection of identity, telecom, and enterprise technology, with executive visibility and the mandate to help shape a category.

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.

Work Environment

ID.me 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.

Diversity and Inclusion

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.