Department: Innovation Labs - Bus Development
Project Overview:
Identity Digital Innovation Labs (IDIL) is building DNSid the foundational identity layer for the agentic internet. As AI agents become autonomous participants across enterprises, clouds and the public internet, DNSid gives every agent a persistent identity that can be verified wherever the agent operates.
We're looking for a founding commercial leader to build our Financial Services practice. This role combines strategic enterprise selling with category creation to help define how banks, fintechs and payment platforms adopt trusted AI agent identity.
Approximately 80% of the role is focused on building and closing new business within the fintech ecosystem. You will identify target accounts, shape account strategy, develop executive relationships, lead complex enterprise sales cycles and close design partnerships and enterprise agreements. You'll work alongside Product Marketing, Commercial Operations and Solutions Architects to bring customers from initial education through production deployment.
The remaining 20% focuses on long-term category development within traditional banking. You'll work with executive leadership, our Advisory Council and strategic partners to establish DNSid as the trusted identity layer for autonomous financial services, ensuring that when banks begin deploying cross-boundary AI agents, Identity Digital is their first strategic partner.
This role reports to the General Manager with a close partnership with the Commercial Lead of Identity Digital Innovation Labs.
Scope of Services
FinTech Business Development (80%)
- Develop and execute the commercial strategy for DNSid across the fintech ecosystem
- Identify, prioritize and pursue target accounts including fintech platforms, payments providers, digital banking providers, infrastructure vendors and AI-native financial technology companies
- Own the complete enterprise sales lifecycle from prospecting and executive engagement through discovery, solution development, commercial negotiation and contract execution
- Recruit and close strategic design partners that become long-term commercial customers and industry references
- Partner closely with Product Marketing to tailor messaging, use cases and value propositions for financial services buyers
- Collaborate with Solutions Engineering to guide customers through technical validation, architecture workshops and deployment planning
- Build repeatable sales playbooks and account strategies that can scale across the broader financial services market
- Maintain accurate pipeline forecasting, account plans and executive reporting
Banking Category Development (20%)
- Build executive relationships across major banks, payment networks and financial infrastructure providers
- Partner with the IDIL Advisory Council and executive leadership to define the future of trusted AI agent identity in financial services
- Represent Identity Digital at industry conferences, executive roundtables and customer advisory sessions
- Help develop industry thought leadership, reference architectures and market education that establish DNSid as the persistent accountability layer for AI agents
- Leverage fintech customer success to create awareness, urgency and adoption among large financial institutions
- Serve as a trusted advisor to banking executives evaluating AI governance, security and cross-enterprise autonomous agents
Cross-Functional Leadership
- Partner closely with Product, Engineering, Marketing and Commercial Operations to continuously improve product positioning, customer experience and commercial execution
- Capture customer feedback and market intelligence to influence product roadmap, packaging and go-to-market strategy
- Operate as a founding member of the commercial team, helping build repeatable processes and playbooks that scale with the business
- Leverage AI throughout the commercial lifecycle, including account research, opportunity planning, meeting preparation, proposal development, follow-up, forecasting and pipeline management, to maximize productivity and customer engagement
Success Expectations
- Established executive relationships across the priority fintech ecosystem, with active relationships in the company's target account list
- Closed multiple strategic design partnerships and commercial agreements that validate DNSid's value proposition within financial services
- Built a repeatable financial services sales motion, including account strategies, sales playbooks and executive engagement models
- Positioned DNSid as a recognized thought leader in AI agent identity through conference participation, executive relationships and industry collaboration
- Developed meaningful relationships with major banking institutions and established Identity Digital as a trusted advisor for AI governance and cross-boundary agent identity
- Contributed measurable customer and market insights that influenced product direction, pricing, messaging and commercial strategy
Who You Are / What You Bring
- 7+ years of experience in enterprise software sales, strategic business development or complex technology partnerships within financial services
- Demonstrated success selling emerging B2B technology solutions into fintech organizations, financial infrastructure providers or enterprise software buyers
- Proven track record taking new technologies from 0 - 1, building markets, creating executive relationships and closing strategic enterprise agreements
- Strong understanding of the financial services ecosystem, including fintech, banking, payments, identity, fraud, cybersecurity or AI platforms
- Experience managing complex enterprise sales cycles involving executive, technical, security and procurement stakeholders
- Outstanding executive communication, storytelling and relationship-building skills
- Comfortable operating independently with minimal direction while collaborating effectively across Product, Engineering, Marketing and executive leadership
- Strategic thinker who can balance immediate commercial opportunities with long-term category development
- AI-native operator who uses AI to improve pipeline and category development, planning and execution
- Builder mentality with a bias toward action and comfort operating in a fast-moving startup environment
- Ability to travel as needed for conferences, partner meetings and executive events
Compliance & Authorization
- Legal: The Contractor must be legally authorized to work in the US and have all permits, licenses, and authorizations necessary to function as a contractor
- Ethics: Services must be performed in alignment with all applicable anti-discrimination and equal opportunity laws, as well as Identity Digitals Equal Opportunity and non-discrimination policies and training
Location:
- Remote within the US (preference for the following states: AZ, CA, CO, DE, MD, MA, MO, NJ, NV, NY, NC, OR, OK, PA, SC, TX, UT, VA, and WA)
Compensation:
- $130,000 - $150,000 full-time employee (FTE) base salary range plus a sales incentive plan, Independent contractor compensation will be paid at a rate based on the agreed-upon engagement
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.
Requires 7+ years in enterprise software sales, strategic business development, or technology partnerships within financial services; success selling emerging B2B technology, complex enterprise cycles, and 0-to-1 market development.
Key Responsibilities
- developing strategy
- closing agreements
- building relationships
Skills & Tools
AI
Job Details
- Category: Business Development
- Seniority: Senior Level
- Commitment: Contract
- Workplace: Remote — United States
- Salary: USD 130,000 – 150,000 / year
- Languages: English
About Identity Digital
A technology company building trusted identity infrastructure for internet domains and autonomous AI agents. — Industry: Information Technology