United Kingdom - London (Onfido)
United Kingdom - Field (Onfido)
Full time
Join us at Entrust
At Entrust, we’re shaping the future of identity centric security solutions. From our comprehensive portfolio of solutions to our flexible, global workplace, we empower careers, foster collaboration, and build solutions that help keep the world moving safely.
Get to Know Us
Headquartered in Minnesota, Entrust is an industry leader in identity-centric security solutions, serving over 150 countries with cutting-edge, scalable technologies. But our secret weapon? Our people. It’s the curiosity, dedication, and innovation that drive our success and help us anticipate the future.
Help Define the Future of Trust in the Age of AI
Entrust is creating the Agentic Trust category to address this emerging market need. We are seeking a visionary and commercially driven Director, Business Development & Category Definition to help define, validate, and scale this new category.
This is not a traditional sales, alliances, or business development role. It is a unique opportunity for a market maker who thrives in ambiguity, enjoys building from zero to one, and has a proven ability to turn emerging technology trends into commercially successful businesses.
You will work across Product, Architecture, Engineering, Marketing, Sales, Strategy, and Executive Leadership to shape how enterprises establish trust for AI agents through identity, delegated authorization, assurance, auditability, governance, compliance, and evidence-based trust frameworks.
What You'll Do
Define and Build a New Market Category
- Establish the customer problem, category definition, buyer urgency, value drivers, competitive landscape, and Entrust's right to win.
- Refine category messaging and thought leadership alongside customers, analysts, partners, Product, and Marketing.
- Position Agentic Trust within adjacent markets such as AI governance, AI security, non-human identity, and trust infrastructure.
- Provide strategic recommendations on where Entrust should lead, partner, integrate, or invest.
Validate the Market Opportunity
- Conduct structured market discovery with customers and partners to assess use cases, buyer personas, budgets, procurement paths, barriers, and willingness to pay.
- Lead executive workshops and design-partner engagements to validate business value and commercial readiness.
- Prioritise market opportunities based on impact, repeatability, ecosystem leverage, strategic fit, and speed to evidence.
Secure Lighthouse Customers
- Identify and lead a focused portfolio of lighthouse customer engagements from discovery through agreement.
- Establish measurable success plans, business outcomes, learning objectives, expansion opportunities, and reference criteria.
- Capture and codify winning use cases, qualification standards, objections, and proof points for broader go-to-market adoption.
Build the Ecosystem
- Develop relationships with hyperscalers, AI platform providers, systems integrators, identity vendors, cybersecurity leaders, and industry alliances.
- Create joint value propositions, reference architectures, partnership frameworks, and co-sell motions.
- Prioritise partnerships that accelerate credibility, market access, distribution, and customer adoption.
Influence Product and Commercial Strategy
- Translate market insights into product requirements, solution priorities, integrations, packaging, pricing, and services offerings.
- Test commercial models and partner economics directly with the market.
- Help shape build-partner-buy decisions and define minimum viable commercial offerings.
Incubate and Scale the Go-to-Market Motion
- Develop repeatable sales plays, account targeting frameworks, discovery methodologies, qualification standards, and value hypotheses.
- Partner with Marketing on thought leadership, analyst engagement, executive messaging, demand creation, and category awareness.
- Establish clear criteria for transitioning opportunities from incubation into scalable field execution.
Drive Operational Excellence
- Maintain a category development scorecard covering learning velocity, market evidence, lighthouse progress, qualified pipeline, and readiness to scale.
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Sales Business Development Director-Agentic Trust in City of London employer: Entrust
Entrust is an exceptional employer that fosters a collaborative and innovative work culture, making it an ideal place for Technical Implementation Consultants to thrive. With a strong emphasis on professional development, employees are encouraged to grow their skills through hands-on experience in networking and API integrations, while also benefiting from a supportive team environment. Located in a dynamic industry, Entrust offers unique opportunities to work on cutting-edge projects that have a meaningful impact on customer success.
