ID.me - Director, Business Development (remote)

• 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. • 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. • 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.