Director, Business Development (remote)

ID.me

11h•Remote

About The Position

ID.me is seeking a Director, Business Development to own and grow the company’s relationships within the telecommunications ecosystem. This role involves working directly with senior leaders across various departments to structure commercial, strategic, and durable partnerships, including co-development, co-sell, and strategic alliance models. It is a foundational role at the intersection of identity, telecom, and enterprise technology, offering significant executive visibility and the opportunity to shape a growing market category.

Requirements

Minimum of 8 years in enterprise business development, strategic partnerships, or complex enterprise sales, with a proven history of originating and closing large, multi-stakeholder deals.
Direct experience selling to or partnering with telecom carriers (e.g., Verizon, T-Mobile, AT&T) or deep domain expertise in adjacent ecosystems (identity, fraud, payments, network APIs) with a demonstrated ability to navigate carrier organizations.
Consistent year-over-year track record of achieving targets and being recognized as a top performer.
Experience structuring non-standard commercial agreements beyond transactional SaaS deals.
Experience closing or leading opportunities with a total value exceeding seven figures within 9-18 month cycles, managing procurement, security reviews, legal processes, and executive sponsorship.
Strong understanding of identity, authentication, or fraud prevention concepts.
Experience with Salesforce.

Nice To Haves

Familiarity with NIST IAL2/AAL2, federated protocols (OAuth, OIDC, SAML), and network/SIM-based signals.
Training 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.
Willingness to learn, adapt, and travel as needed to build high-trust relationships in person.

Responsibilities

Own ID.me’s end-to-end business development strategy for major telecom carriers and their associated ecosystem, acting as the primary relationship lead and internal coordinator for each account.
Originate, structure, and close complex partnership deals, including commercial agreements, co-development and co-sell initiatives, product/platform integrations, and strategic constructs.
Lead consultative engagements with carrier Network, Product, Security/Fraud, Consumer, HR, and Corporate Development teams to identify identity and fraud challenges across the subscriber lifecycle and quantify their financial impact.
Develop and execute account plans to transition initial use cases into broader deployments.
Build and manage a qualified pipeline of partnership and revenue opportunities, ensuring clear stage gates and meeting bookings, revenue, and strategic milestone targets.
Engage extensively in the field, building trust and accelerating deals through in-person interactions with carrier leadership and ecosystem partners.
Translate ID.me’s value proposition into compelling executive narratives, business cases, and financial models tailored to each partner's priorities.
Provide market intelligence on carrier roadmaps, competitive landscapes, and evolving buyer behaviors to Product and Strategy teams to refine positioning and roadmap priorities.
Collaborate with Product, Solutions Consulting, Legal, Finance, Marketing, and Customer Success to ensure well-structured deals, smooth integrations, and ongoing partnership expansion.