Business Development Lead

Responsibilities

• Identify and prioritize high-impact partnership opportunities across Enterprise, Consumer, and Agents: map the partner ecosystem, evaluate strategic fit, and develop business cases for partner growth.
• Build and manage partner relationships: engage new and existing partners, structure deals, design partnership and channel economics models, and serve as the primary relationship lead across the partnership lifecycle.
• Drive execution of partnership initiatives: lead cross-functional alignment across Legal, Product, Marketing, and Engineering to launch and scale partnerships; track milestones, monitor performance, and iterate on models.
• Develop and maintain the partnership strategy and playbook: collaborate with the Head of Commercialization to define the partnership roadmap, pilot new models, and build replicable frameworks and documentation.
• Represent the company externally: engage senior partner executives, build networks across the enterprise security, identity, AI and other ecosystems (e.g., social media, gaming, fintech), and leverage external relationships to source and accelerate partnership opportunities.
• Support internal enablement: provide partner context to internal stakeholders, surface market insights, and ensure internal readiness for partner commitments across Legal, Marketing, Product, and Ops.

Qualifications

• 10+ years in business development, enterprise sales, or strategic partnerships in the tech industry.
• Proven track record of structuring, negotiating, and closing complex enterprise or platform partnerships.
• Entrepreneurial mindset with a bias toward execution in fast-moving, ambiguous environments.
• Deep understanding of the identity, security, or SaaS ecosystem preferred.
• Mission-aligned and curious about privacy-preserving identity, proof of human technology, and the agentic economy.
• Must be based in San Francisco and available to work in-office 5 days a week.
• Nice to Have: Experience scaling channel partnerships or ISV programs. Familiarity with enterprise authentication, IAM platforms, or identity verification. Existing relationships with enterprise security or IT buyer communities.