Director, Business Development

Role overview

ID.me provides a digital identity wallet that helps people prove who they are online once and then use that verification across multiple websites without repeating the process. The platform is used by more than 180 million users across federal and state agencies, healthcare organizations, employers, and consumer brands. The company has also raised $340 million in a 2025 Series E financing round, bringing its valuation to more than $2 billion.

This opening is for a Director of Business Development focused on strategic partnerships within the telecommunications ecosystem. The role is remote within the United States and requires substantial travel. It sits at the intersection of identity, telecom, and enterprise technology, with a mandate to shape the category through high-impact partnerships.

What you'll do

You will take ownership of ID.me's business development strategy for major telecom carriers and the wider surrounding ecosystem. Acting as the main relationship owner and internal coordinator, you will lead efforts to source, shape, and close partnerships that may include commercial agreements, joint development, co-selling, and platform integrations.

The position calls for consultative engagement across several stakeholder groups, including network, product, security and fraud, consumer, HR, and corporate development teams. You will identify identity and fraud-related pain points across the subscriber journey and quantify the business impact of issues such as fraud loss, call-center operating cost, churn, and account takeover risk.

You will also create account strategies that expand early use cases into wider deployments, maintain a qualified pipeline tied to clear stage gates, and deliver on bookings, revenue, and strategic milestone goals. A strong portion of the job involves in-person relationship building, so regular travel and executive-level field engagement are essential.

In addition, you will develop persuasive executive messaging, business cases, and financial models tailored to each partner's priorities, while sharing market intelligence on carrier roadmaps, competition, and buyer behavior with product and strategy teams. Cross-functional coordination with product, solutions consulting, legal, finance, marketing, and customer success will be part of the role to ensure deals are structured well and partnerships scale over time.

Experience and qualifications

The company is looking for someone with at least 8 years of experience in enterprise business development, strategic partnerships, or complex enterprise sales, along with a history of originating and closing large multi-stakeholder deals. Direct exposure to telecom carriers such as Verizon, T-Mobile, or AT&T is preferred, though strong domain experience in adjacent areas like identity, fraud, payments, or network APIs may also fit if you can operate effectively in carrier environments.

Applicants should have a consistent record of surpassing targets and being recognized as a top performer. Experience with non-standard commercial structures is important, as this role goes beyond straightforward SaaS selling. You should also have closed or led opportunities worth seven figures or more on sales cycles of 9 to 18 months, including navigation through procurement, security reviews, legal review, and executive sponsorship.

A solid understanding of identity, authentication, or fraud prevention is strongly preferred, including familiarity with NIST IAL2/AAL2, OAuth, OIDC, SAML, and network- or SIM-based signals. Training in a respected sales or value-selling methodology such as Command of the Message or MEDDIC is also preferred. Background in a high-growth startup or scale-up and experience using Salesforce are both highly valued.

Core strengths

This role suits a self-starter who can build a partnership motion from scratch and work through ambiguous problems with limited direction. You should be comfortable engaging senior executives, including CISOs, CIOs, chief product officers, and corporate development leaders, and have the confidence to lead discussions and establish trust quickly.

Strong written and verbal communication is essential, especially when creating executive-level narratives and business cases for varied audiences. The role also requires commercial creativity paired with analytical discipline, since you will need to construct and defend deal models. You should be able to manage long, complex cycles end to end while coordinating internal and external stakeholders, staying organized, prioritizing well, and working independently as well as collaboratively.

Additional information

ID.me says it operates as a full-time in-office company. Unless a role specifically states otherwise, positions are typically on-site five days a week in McLean, Virginia; Mountain View, California; New York City, New York; or Tampa, Florida. However, some field-based sales or other remote-first roles may follow a different arrangement, as noted in the posting.

The company states that it maintains an equal-opportunity workplace and does not discriminate on the basis of age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex, pregnancy, sexual orientation, or any other protected characteristic under applicable law. Reasonable accommodation is available for qualified employees with protected disabilities as required by law.

Applicants are also asked to review the company's privacy policy and CCPA policy before submitting personal information, and the organization notes that it participates in E-Verify.

Employment details

This is a full-time position. The role is remote for candidates based in the United States, with significant travel expected.