Director, Business Development
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Job Description
Director of Business Development driving telecom partnerships at ID.me, enhancing digital identity solutions. Leading strategic initiatives and partnerships within the telecommunications ecosystem with executive visibility.
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.
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.
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