Sr. Business Development Manager (Hybrid - Seattle, LA, or Denver)

Summary / Objective

Backed by top-tier PE investors, we are moving quickly to leverage agentic AI across our market leading DNS portfolio.

The Sr. Business Development Manager will be our first commercial hire, responsible for building the enterprise go-to-market motion from the ground up. This is a category-creation role: you will not inherit a playbook or a pipeline. You will shape both by engaging directly with CISOs, IT leaders, security/identity buyers and Chief Risk Officers at target accounts, translating technical capability into compelling business value, and defining what our commercial organization becomes as we scale.

This role reports into the Identity Digital Innovation Labs General Manager.

What You'll Do

• Own the enterprise GTM motion end-to-end: Build pipeline from scratch, run discovery calls, lead demos, negotiate contracts, and close deals. No waiting for marketing to generate leads—you are the tip of the spear.
• Build and manage relationships with target accounts: Focus on cloud providers, enterprise technology companies, and highly-regulated industries with complex AI agent deployments and stringent security requirements.
• Sell the category, not just the product: Shape market understanding through consultative conversations with security and infrastructure leaders – helping prospects understand the need for our agentic solution within the complex identity landscape.
• Partner closely with product and communications: Translate technical architecture into buyer value propositions. Feed market intelligence back to Product. Collaborate on messaging that resonates with C-level audiences.
• Create your own assets and structure: Develop sales collateral, research target accounts, build competitive intelligence, and refine the pitch.
• Help shape the GTM organization as it scales: This role defines what comes next. As pipeline and deal flow increases, you will help hire and lead commercial support functions including solution consultants, sales development, and customer success.
• Other duties as assigned.

Who You Are / What You Bring

• 5+ years of experience in enterprise sales, business development, or GTM roles, with direct exposure to selling technical products to security, identity, or infrastructure buyers.
• Track record of building pipeline from scratch—not just inheriting an existing book of business or working inbound leads.
• Experience in early-stage or category-creation environments where you had to educate the market before selling to it.
• Familiarity with enterprise technology buying centers: CISOs, CTOs, IT leaders, cloud architects, and identity/security teams.
• Ideally: background in infrastructure, identity (IAM/ISG), DNS, or security. Understanding of how enterprises procure and integrate solutions into complex tech stacks.
• Self-directed and high-agency—you don't need structure, you create it. Comfortable with ambiguity and able to move fast.
• Strong relationship builder who won't hand off accounts until capacity requires it. You stay close to customers.
• Scrappy—willing to do your own research, build your own decks, and run your own processes early, then delegate as the team grows.
• Bachelor's degree in a relevant field or equivalent experience; MBA a plus.
• Ability to travel as needed to meet with enterprise customers and attend industry events.
• Ability to work across time zones as part of a global organization.

Locations

This is a hybrid position (1 day/week in office) and can be based from any of our US office hubs.

• Bellevue, WA
• El Segundo, CA
• Denver, CO

Accommodation Statement

We are committed to the full inclusion of all qualified individuals. As part of this commitment, Identity Digital will ensure that persons with disabilities are provided reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, please contact our Recruiting Team at [email protected].

Salary Range

The U.S. base salary range for this full-time position is $107,000 - $150,000 (flexibility based on experience) plus benefits as described below. In addition, the successful candidate will be eligible to receive other compensation from time to time in the form of discretionary and/or nondiscretionary bonuses and long-term incentive plan. Actual compensation will be influenced by a candidate’s qualifications, internal employee equity considerations, and location. We will not ask for information about a candidate's current or past compensation for purposes of developing an offer of employment.

US team members (and their spouses, domestic partners, and/or dependent children) are covered by generously subsidized medical, dental, and vision insurance which includes company contributions to a Health Savings Accounts. Team members are also covered by company-paid life and disability insurance and have the option of participating in employee-paid supplemental life, accidental death and dismemberment, critical illness, and accident insurance. In addition, team members can enroll in the company's 401(k) plan with up to a 5% match. You receive 15 days of paid vacation yearly, increasing to 20 days after one year. Additionally, you get 5 days of paid sick leave, 13 paid holidays, and 20 weeks of paid parental leave for birthing parents, 12 weeks for others. Also, there's an opportunity for tuition reimbursement for qualifying expenses.

Note: Benefits programs are subject to eligibility requirements and may vary in certain locations.

A few things to know about us

Identity Digital is an Equal Opportunity Employer and does not discriminate based on race, color, religion, sex, age, national origin, veteran status, marital status, sexual orientation, gender identity, disability or any other category prohibited by local, state or federal law. This policy applies to all aspects of employment, including recruitment, placement, promotion, transfer, demotion, compensation, benefits, social and recreational activities, and termination.

Background Check Statement

At the time of an offer, you will be required to complete a background check. Any offer is contingent upon a satisfactory background check.

Sponsorship Statement

Please note that work sponsorship for this position may not be available now or in the future. While we strive to support our candidates, not all roles will qualify. Eligibility will be reviewed on a case-by-case basis.