ID.me

Director, Business Development (remote)

United States (U.S.) · Director · Full-time

Sponsorship not specified$63k-$800kDetected 20 days ago

OAuthComplianceProduct ManagementSalesBusiness DevelopmentFP&AProcurementCustomer SuccessLeadershipCommunicationOrganizational Skills

About the role

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.

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.
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.

Experience at a high-growth startup or scale-up is highly desired.
Experience with Salesforce.
Exceptional written and verbal communication, including the ability to craft executive narratives and business cases for a broad range of audiences and levels.
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.
Trained in a leading sales or value methodology (e.g., Command of the Message, MEDDIC, or similar).
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.

Originate, structure, and close complex partnership deals - spanning commercial agreements, co-development and co-sell motions, product/platform integrations, and strategic constructs.
Spend significant time in the field.
This is a relationship-driven, high-trust, executive-level initiative
Feed market intelligence on carrier roadmaps, competitive dynamics and evolving buyer behavior back to Product and Strategy to sharpen positioning and prioritize the roadmap.
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.
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.

ID.me adheres to these principles in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, social and recreational programs, and discipline.

We are hiring a Director, Business Development to own and grow ID.me's relationships across the telecommunications ecosystem.

Closed or led opportunities with seven-figure-plus total value on 9–18 month cycles, navigating procurement, security review, legal, and executive sponsorship.

This listing is sourced directly from ID.me's careers page and normalized into a canonical job model.