Role Description Our client is seeking a high-performing Business Development Manager to support their expansion across key European markets. This role focuses on driving new business growth across public sector, transit, logistics, utilities, and commercial fleet segments, with a strong emphasis on pipeline generation, strategic relationships, and market entry. You will play a critical role in establishing our client’s presence across Europe, working closely with regional leadership, partners, and cross-functional teams to convert opportunities into long-term customers. Mission of the Role - Drive European expansion by: - Building and converting qualified pipeline across priority EU markets - Establishing strong relationships with enterprise and public sector stakeholders - Supporting market entry through partnerships and local ecosystem development - Contributing to strategic deals and regional growth initiatives - Positioning our client as a trusted advisor in fleet electrification and EV infrastructure Key Responsibilities - Business Development & Pipeline Growth - Build and maintain a strong pipeline across priority European markets - Identify and qualify new opportunities across target sectors - Lead early-stage engagement and support full deal lifecycle - Contribute to regional pipeline strategy and market prioritisation - Market Expansion & Partnerships - Support entry into new markets through local relationship building - Identify and develop strategic partnerships (OEMs, energy, consulting, local advisors) - Engage with key stakeholders across government, operators, and infrastructure ecosystem - Provide structured market insight to support regional strategy - Strategic Deals & Commercial Execution - Support complex enterprise and public sector opportunities - Contribute to proposals, pricing discussions, and commercial positioning - Work with internal teams to ensure strong value articulation - Support negotiation and contract close - Cross-Functional Collaboration - Work closely with Sales leadership, Product, Services, and Customer Success teams - Ensure smooth handover of won deals into account management and delivery - Provide structured feedback from the market into product and strategy Qualifications - Proven track record of closing complex enterprise and/or public sector deals (€100k–€1M+), including multi-stakeholder, long sales cycles - Demonstrated ability to build, manage, and convert multi-million € pipelines, maintaining strong pipeline coverage and deal progression - Experience leading the full enterprise sales lifecycle — from strategic prospecting through to negotiation and contract close - Strong ability to engage and influence C-level, senior public sector stakeholders, and technical decision-makers across complex organisations - Fluency in English + at least one additional European language, with experience operating across multiple European markets Requirements - Demonstrated, established network across commercial fleets, public sector authorities, transport operators, utilities, and infrastructure stakeholders in one or more European markets - Experience in fleet electrification, EV infrastructure, energy systems, or mobility sectors, with understanding of operational and infrastructure challenges - Exposure to European public sector procurement, tenders, and framework processes - Experience working with or alongside OEMs, energy providers, or infrastructure partners within the EV ecosystem - Familiarity with charge management systems, energy optimisation, or fleet operations in large-scale environments Benefits - 🚀 Career Growth: Be part of a fast-scaling, market-leading platform in the zero-emission fleet space, with strong progression opportunities across Europe. - 💡 Impactful Work: Play a key role in shaping the transition to zero-emission transport across multiple European markets. - 💰 Competitive Package: Base salary + performance-based commission aligned to growth targets. - 🌍 Flexible Working: Remote-first role with travel across Europe for clients, partners, and industry events. - 🧑‍💻 Technology Allowance: Support for essential equipment and tools. - ❤️ Health & Well-being Allowance: Contribution towards personal well-being and health initiatives. - 🌴 Generous Leave Policy: 25 days holiday + local public holidays.

Summary / Objective The Business Development Director will drive business growth by architecting strategic partnerships and delivering high-value solutions that address the evolving needs of our partners. You will own the full relationship lifecycle, from market entry strategy to complex, consultative sales, acting as a key commercial lead responsible for ecosystem expansion and long-term mutual success. This role requires a strategic mindset, a focus on execution, and the ability to act as a bridge between market opportunities and internal cross-functional teams that help us achieve our business goals. This is a quota-carrying business development role responsible for driving new partner acquisition, revenue growth, and strategic expansion across Identity Digital's portfolio. This role reports to the VP, Business Development. What You'll Do: - Develop and execute outbound sales strategies to increase registration volumes of Identity Digital TLDs via strategic reseller programs - Consistently achieve or exceed assigned sales, revenue, and partner acquisition goals. - Implement innovative sourcing strategies to identify, qualify, and recruit high-impact partners that accelerate revenue growth - Accelerate API adoption by identifying, nurturing, and closing high-value contracts with domain resellers and technology platforms - Manage existing partner relationships and ensure that they are meeting their commitments. - Analyze market trends and the competitive landscape to uncover untapped footprint expansion opportunities - Utilize data insights to develop new growth strategies and initiatives - Maintain deep industry acumen by staying ahead of tech trends and internet infrastructure shifts, translating these insights into actionable sales narratives - Collaborate with internal Marketing, Finance, Rev Ops, and Product teams to align sales strategies with the product roadmap - Optimize pipeline health and updates within HubSpot, Asana and other tools, ensuring rigorous forecasting, data-backed reporting and continuous CRM updates - Model Identity Digital values when representing the company at industry events and conferences - Actively models and promotes Identity Digital's core values through day-to-day interactions, behaviors, and decision-making - Other duties as assigned Who You Are / What You Bring: - 10+ years of professional full-cycle, outbound sales experience with a proven track record of developing strategic partner programs - Bachelor's degree in a related field preferred or equivalent experience - Deep understanding or strong interest in SaaS, AI, APIs, domains, and internet tech trends - Strategic mindset with a proven ability to consistently achieve sales quotas while building long-term, sustainable partner relationships and identifying new growth opportunities - Exceptional communication skills; experienced and comfortable presenting to, negotiating and building trust with senior stakeholders, synthesizing complexity into strategy - Natural networker; skilled at building and maintaining long-term, high-value client relationships - Thrives in fast-paced, cross-functional, global environments; manages initiatives and adapts to shifting strategies - Collaborative, independent, and capable of managing multiple projects simultaneously - Experience with Hubspot or similar CRM tools for pipeline management. - Ability to travel as needed - Ability to work across time zones as part of a global organization as needed - Reliable transportation to the workplace Location: - This is a hybrid position based in either: - Bellevue, WA - Denver, CO - Los Angeles, CA 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 Salary Range The U.S. base salary range for this full-time position is $130,000 - $160,000 (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.

• Manage and develop sales processes to ensure the highest standard of client service • Drive new business through lead identification, prospect qualification, and relationship building across the team • Lead the team in generating new leads and growing pipeline through conferences, cold-calling, referrals, job boards, and other outreach channels • Grow existing accounts through strategic account development, client relationships, and issue resolution • Monitor team KPIs and productivity to ensure balanced workloads and clear, quarterly-tracked goals • Develop pricing schedules, quotes, and proposals; negotiate contracts to meet team sales targets • Achieve personal and team sales quotas, including quarterly revenue targets and year-over-year growth • Contribute ideas and strategies to support departmental and company growth • Oversee the creation and delivery of client-facing service presentations • Build and maintain sales process strategies that maximize client revenue and partnership success • Foster a competitive, supportive team culture centered on account success and lasting client relationships • Provide ongoing verbal and written feedback to team members on performance, expectations, and initiatives • Train and develop new staff on client advising, service presentation, objection handling, and consultation

Role Description This is a strategic, enterprise-focused BDR role for someone who is excellent at breaking into genuine enterprise accounts. You will run a true outbound motion, with the phone as your primary channel, and own end-to-end prospecting against a focused set of strategic accounts. This is a build-it role rather than a follow-the-script one, with a clear path to grow toward a full-cycle seat. Responsibilities - Break into and develop a focused set of strategic enterprise accounts (true ABM) - Run a primarily phone-based outbound motion, supported by email and other channels - Own end-to-end prospecting, from list building and sequencing to first conversations - Act on intent and buying signals to prioritize the highest-value opportunities - Partner closely with sales leadership to progress accounts and book qualified meetings - Help shape and improve the outbound playbook as the team scales Qualifications - 3+ years of relevant sales or business development experience, breaking into enterprise accounts - Strong cold-calling skills and comfort with the phone as a primary channel - Experience owning end-to-end prospecting, not just working inbound - Strategic, account-based mindset with persistence for long enterprise cycles - High drive and autonomy in an early-stage environment - Bonus: experience selling into enterprise security or a VC/PE associate background Benefits - $90K base, competitive OTE (plus equity) Company Description Our partner is an early-stage company building AI-enabled technology for the enterprise security market, replacing legacy, human-heavy operations with a modern, software-first approach. The team is small, ambitious, and backed by strong early investors, with a Series A on the horizon. This is a real enterprise business taking on entrenched incumbents in a large, traditional market.