Summary / Objective

The Vice President, Business Development leads our new partnership strategy and execution. This is a pivotal role leading a team that is responsible for driving significant recurring revenue growth by identifying, recruiting, and onboarding new strategic distribution partners. The VP, Business Development is instrumental in forging strategic alliances that drive revenue growth and expand the market opportunity for domain names.

This role reports to the Chief Revenue Officer.

What You'll Do

• New Channel Expansion Strategy:

  • Develop and implement a comprehensive strategic partnership strategy across business lines, aligned with the company's overall growth objectives and B2B2C go-to-market model.
  • Identify and prioritize key segments and target partners (e.g., resellers, AI web enablers, incorporation companies, SaaS platforms, agencies etc.) that can effectively reach our target end-consumers and scale how domains are integrated into new online platforms.
  • Partner with the marketing team to deliver insights from market research to identify new market segments, verticals and geographies and execute GTM strategies.
  • Define partner program tiers, benefits, and requirements to attract and retain high-performing partners meeting or exceeding established goals/objectives.
  • Consistently achieve sales growth targets for new deal velocity, new domain registrations and recurring revenue.

• Partner Recruitment and Onboarding:

  • Lead the full lifecycle of partner engagement, from prospecting and initial outreach to negotiation, contract execution, successful onboarding and activation.
  • Create and manage a seamless onboarding process to equip partners with the knowledge, tools, and resources needed for success.
  • Partner with marketing to develop sales enablement materials (e.g. case studies) to empower business development representatives and enable deal-making.
  • Collaborate with marketing to create co-marketing initiatives and thought leadership campaigns that increase partnership opportunities.
  • Partner with the Business Intelligence team to monitor partner performance, providing regular feedback and implementing strategies for improvement and growth.

• Team Leadership and Operations:

  • Participate in hiring, onboarding, mentoring, coaching and performance management, creating a culture of collaboration.
  • Coach business development team on best practices for sales outreach, effective negotiation techniques, and robust pipeline management.
  • Leverage emerging AI technologies to optimize sales processes, workflows, and identify new strategic opportunities.
  • Partner with the CRO and finance team to develop sales targets, compensation plans that properly align individual and team incentives with company objectives.
  • Performance Tracking & Reporting:
  • Establish key performance indicators (KPIs) for the strategic partnership sales efforts
  • Track and report on partnership performance, providing forecasts, insights and recommendations to senior leadership.

• Other duties as assigned.

Who You Are / What You Bring

• 10+ years experience in business development, strategic partnerships, or channel sales, with 5+ years in a leadership role.
• Bachelor's degree in Business, Marketing, or a related field or equivalent experience.
• Demonstrable experience in building and scaling successful strategic partnership programs from the ground up.
• Proven track record of meeting and exceeding recurring revenue sales quotas.
• Strong understanding of B2B and B2B2C sales models and the dynamics of indirect sales channels and strategic alliances.
• Proactive approach to researching, evaluating, and implementing emerging AI technologies to drive innovation.
• Experience selling technical products and solutions.
• Strong track record of cross-functional collaboration ensuring alignment on priorities.
• Proven ability to develop and execute strategies that expand TAM and drive revenue growth.
• Excellent negotiation, communication, presentation, and interpersonal skills.
• Proven ability to hire, retain, and develop diverse talent while cultivating an inclusive, positive culture of excellence.
• Strong analytical and problem-solving abilities, with a data-driven approach to decision-making.
• Proficiency with CRM software (e.g., Salesforce, HubSpot) and other sales/marketing tools.

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.

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

Salary Range

The U.S. base salary range for this full-time position is $210,000 - $250,000 (flexibility based on experience) plus sales incentives as well as the benefits 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.

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 careers@identity.digital.