Senior Sales & New Business Development Executive – Identity (UK & EMEA) in London

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.

Entrust's values are a cornerstone of who we are, our future business growth and how our people grow through it. We model our values by demonstrating that Customer Trust Is Earned, moving with purpose because Speed Is Intentional, taking accountability because We Own the Outcome, and building a collaborative culture where One Entrust Wins Together.

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.

This is a true new-business hunting role. Your focus will be on identifying untapped opportunities, breaking into strategic enterprise accounts, developing relationships with senior decision-makers and turning prospects into significant new customers. You'll be expected to create demand, generate your own pipeline, open new accounts and win net-new logos, supported by our Sales Development, Marketing, Pre-Sales and wider commercial teams.

If you're energised by prospecting, opening doors, building opportunities from the ground up and closing complex enterprise deals, this could be the opportunity for you.

Why This Role? This is more than a traditional enterprise sales position. It's an opportunity to build a territory, create new opportunities and directly influence Entrust's growth within one of the most exciting areas of cybersecurity. You'll target organisations facing complex challenges around identity, fraud, customer onboarding, regulatory compliance and digital trust, developing opportunities from initial prospecting through to commercial close.

We are looking for someone who doesn't simply manage an existing pipeline. You build one. You'll identify where Entrust can win, research and map strategic accounts, create new conversations and develop compelling reasons for prospective customers to engage. Success will come from combining proactive business development with sophisticated enterprise selling.

What You'll Do:

• Hunt, Develop & Win New Business
• Own new-logo acquisition across your enterprise territory.
• Proactively identify and target high-value new business opportunities.
• Research, map and penetrate strategic enterprise accounts.
• Build a strong self-generated pipeline through prospecting, networking, referrals and targeted outreach.
• Create opportunities from scratch rather than relying solely on inbound or SDR-generated leads.
• Identify business triggers and compelling events that create opportunities to engage.
• Develop account-entry strategies for difficult-to-reach organisations.
• Build relationships with C-level executives, senior business leaders and technical decision-makers.
• Turn initial conversations into qualified, commercially valuable opportunities.
• Consistently deliver against pipeline, new-logo and revenue objectives.

Own the Enterprise Sales Cycle. Once you've created an opportunity, you'll take ownership of moving it forward. Lead opportunities from initial engagement and discovery through to negotiation and close. Navigate complex, multi-stakeholder enterprise buying committees. Understand customer priorities and develop compelling commercial propositions. Build executive-level business cases and ROI narratives. Manage competitive evaluations and strategic deal progression. Create urgency and maintain momentum through long enterprise buying cycles. Negotiate complex commercial agreements. Drive opportunities towards successful commercial outcomes. Maintain strong pipeline discipline and forecast accuracy.

Sell Through Business Value. You'll go beyond product conversations to understand the business problem behind the opportunity. Understand customer business drivers, fraud exposure, compliance requirements and growth objectives. Translate identity and security capabilities into clear commercial and operational value. Position Entrust's Identity Security portfolio as a strategic business solution. Deliver compelling executive presentations and value-based conversations. Challenge customer thinking and help organisations understand the business impact of identity and fraud risks. Develop trusted relationships with key stakeholders throughout the buying journey.

Mobilise the Business to Win. You'll have access to expertise across Entrust to help turn opportunities into customers. Partner closely with Sales Development, Marketing, Pre-Sales, Legal and Customer Success. Coordinate demonstrations, technical validation and proof-of-concept activities. Bring together technical and commercial specialists to address complex customer requirements. Use internal expertise strategically to overcome objections and accelerate deals. Create a coordinated approach to winning strategic enterprise opportunities.

What We're Looking For:

Essential Experience:

• A proven track record of hunting and winning net-new enterprise business.
• Demonstrable success opening new accounts and creating opportunities from the ground up.
• Strong experience self-generating pipeline through proactive business development.
• A consistent record of achieving or exceeding enterprise sales targets.
• Experience selling complex SaaS, software, cybersecurity, identity, risk or compliance solutions.
• Demonstrated success closing six-figure (£100K+ ARR) enterprise opportunities.
• Experience managing long, complex and competitive enterprise sales cycles.
• Confidence prospecting and engaging senior decision-makers, including C-suite executives.
• Experience navigating multiple stakeholders across business, technical, procurement and executive teams.
• Strong commercial negotiation and presentation skills.
• The resilience and persistence required to penetrate strategic accounts and create opportunities where none previously existed.

Highly Desirable Experience:

• Previous experience selling into regulated or digitally intensive industries such as Financial Services, Banking, Fintech, Payments, Insurance, Cryptocurrency & Digital Assets, Digital Marketplaces, Regulated Technology Platforms.
• Experience within one or more of the following solution areas would be particularly valuable: Identity Verification (IDV), Digital Identity, Fraud Prevention, KYC / AML, Risk & Compliance Technology, Cybersecurity, Identity & Access Management (IAM), Enterprise SaaS.

The Person: You are a hunter at heart. You enjoy identifying whitespace, breaking into new accounts and turning a cold prospect into a strategic customer. You're someone who:

• Has a strong new-business and business-development mentality.
• Genuinely enjoys prospecting and opening new doors.
• Is comfortable building pipeline rather than waiting for opportunities to arrive.
• Has the confidence to approach and engage senior executives.
• Is commercially curious and able to spot opportunities others may miss.
• Combines strategic enterprise selling with hands-on business development.
• Is motivated, competitive and resilient.
• Can navigate rejection and maintain momentum.
• Is comfortable operating in complex and competitive sales environments.
• Understands how to move conversations from technology to business outcomes and commercial value.
• Thrives on ambitious targets and the challenge of winning.

Most importantly: You won't wait for opportunities to come to you. You'll go out and create them.

What Success Looks Like: Success in this role means:

• Building a substantial pipeline of net-new enterprise opportunities.
• Creating a significant proportion of that pipeline through your own business-development activity.
• Breaking into strategic target accounts.
• Developing senior-level relationships within new prospective customers.
• Converting cold and early-stage prospects into qualified enterprise opportunities.
• Winning a strong portfolio of new enterprise customers.
• Closing significant and complex enterprise deals.
• Consistently achieving new-business revenue targets.
• Driving meaningful net-new revenue growth for Entrust.
• Establishing yourself as a key contributor within Entrust's Identity business.

At Entrust, we don’t just offer jobs – we offer career journeys. Here is what you can expect when you join our team:

• Career Growth: Whether you’re a budding developer or a seasoned expert, we’re invested in your professional journey. With learning-forward initiatives and exciting challenges, your growth is our priority.
• Flexibility: Life is all about balance. Whether you’re remote, hybrid, or on-site, we offer flexible options that fit your lifestyle.
• Collaboration: Here, your voice matters. Our teams thrive on sharing ideas, brainstorming solutions, and working together to build a better tomorrow.

We believe in securing identities—but it doesn’t stop there. At Entrust, we’re passionate about valuing all identities. Our culture is built on diversity, inclusion, and respect. From unconscious bias training for our leaders to global affinity groups that connect colleagues across the globe, we’re creating a community where everyone is encouraged to be themselves.

Ready to Make an Impact? If you’re excited by the prospect of innovating, growing your career, and collaborating in a dynamic environment, Entrust is the place for you. Join us in making a difference. Let’s build a more secure world—together. Apply today!