Director of Business Development, ID.me
Strategic Partnerships
Digital identity verification platform
Be an early applicant
Digital identity verification platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
To make the world a more trusted place by delivering the highest level of security with the least amount of friction at the lowest possible cost.
Role
Who you are
- 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
What the job involves
- We are hiring a Director, Business Development to own and grow ID.me’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 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
Our take
ID.me is a digital identity verification platform that simplifies how individuals prove and share their identity online. From identity proofing, authentication, and group affiliation verification, the company’s services are highly scalable, as organizations across all sectors benefit from the type of technology provided by ID.me.
While there are a number of identity verification platforms in the space, ID.me has secured a considerable market share. It's formed partnerships with 45 states, multiple federal agencies, and over 600 consumer brands, resulting in over 150M users.
The company has raised significant funding over the years. With its latest cash injection, the company has been focusing on expanding access to secure identity services and bolstering its defences against AI-driven fraud.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 15 rounds)
Sep 2025
$65m
SERIES E
Apr 2023
$132m
SERIES D
Total funding: $352.4m
Company benefits
- Company-Sponsored Medical, Dental, and Vision Plans for You and Your Family
- Paid Parental Leave
- Generous Paid Time Off
- 401K With Employer Matching
- Company-Sponsored Life Insurance
- Employee Equity Incentive Plan
- Remote Opportunities
- Multiple Lounge Areas and Game Room
- Numerous Mental Health Resources
Company HQ
Tysons, VA
Leadership
Blake Hall
(Co-Founder & CEO)Currently Blake is an Advisor at several companies, including AgentHero and Boomtown!
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