Director, Business Development; remote

Director, Business Development (remote) - Remote Eligible Develop and close a multi-year telecom strategic partnership that scales across at least three major carriers.

Location:

Remote

Job Tags:
Growth

United States (U.S.)

is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity once with  and seamlessly sign in across websites without having to create a new sign-in or verify their identity again. More than 180 million users experience streamlined sign-in and identity verification with  across federal and state agencies, healthcare providers, and over 800 employers, and over 600 consumer brands use  to verify communities and user segments to honor service and build authentic relationships.

In 2025,  raised $340 million in a Series E round, valuing the company at over $2 billion — reinforcing its position as a trusted leader in digital identity and community-driven commerce.

We are hiring a Director, Business Development to own and grow '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.

• Own '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 '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.

• 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…