Sales Business Development Director (Agentic Trust)

Role Overview

The Director, Business Development & Category Definition, Agentic Trust will turn an emerging customer problem into a recognized and commercially viable market category for Entrust. The role will define the category, validate priority buyers and use cases, secure lighthouse customers and partners, and create the evidence, commercial models and repeatable plays required to scale.

What You Will Do

Define the customer problem, category boundaries, buyer urgency, value drivers, alternatives and Entrust right to win. Run structured discovery to test use cases, personas, budgets, procurement paths, barriers and willingness to pay. Originate and lead a focused set of lighthouse pursuits with account teams, from discovery through agreement.

Why It Might Be a Fit

A market maker rather than a caretaker: externally curious, commercially rigorous and comfortable operating before the category, product or buying process is fully formed. The successful candidate creates clarity from ambiguity, challenges weak assumptions, earns trust with executives and technical teams, and remains accountable for moving from insight to evidence to repeatable commercial outcomes.

Requirements

• 10+ years in business development, category creation, market development, strategic partnerships, product strategy or enterprise technology growth.
• Demonstrated success creating or scaling an emerging technology category, new market, platform proposition or ecosystem-led business.
• Experience leading ambiguous, zero-to-one initiatives and converting market learning into repeatable commercial motions.
• Proven ability to engage senior executives, shape new demand and secure sponsorship for first-of-kind initiatives.
• Experience structuring complex partnerships, design-partner programmes, co-innovation agreements or new commercial models.
• Experience in enterprise software, cybersecurity, identity, cloud, SaaS, AI or adjacent technology markets.
• Category thinking: defines a market problem and builds a differentiated, externally credible point of view.
• Commercial judgement: converts interest into value, sponsorship, investment and qualified action.
• Market sensing: synthesises customer, competitor, partner, analyst, standards and regulatory signals.
• Executive communication: translates complex technical and commercial issues into decisions.
• Operating discipline: manages hypotheses, lighthouse pursuits, partners, dependencies and measurable outcomes.
• Technical fluency across AI agents, identity, authentication, authorisation, governance, assurance, cryptography, evidence and trust architectures.

Benefits

• Comprehensive health and well-being programs which include medical, vision, dental, a generous 401(k) matching contribution, life and disability insurance, mental health coaching, virtual fitness programs, paid personal time off plus 12 paid holidays, parental leave and education reimbursement.