{"id":2092911,"url":"https://alion.io/job/entrust-sales-business-development-director-agentic-trust","title":"Sales Business Development Director-Agentic Trust","company":{"id":4788,"name":"Entrust","domain":"entrust.com","url":"https://alion.io/company/entrust","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"B","score":84,"open_postings":11,"ghost_share":0,"stale_share":0.636,"repost_share":0,"time_to_fill_p50_days":41,"computed_at":"2026-10-19T05:45:15Z"}},"role":"Sales","role_family":"Sales","seniority":"head","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["London, United Kingdom","United Kingdom"],"countries":["GB"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":99000,"max_usd":217000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":46},"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"Instagram","optional":true},{"name":"LinkedIn","optional":true},{"name":"YouTube","optional":true},{"name":"Zero Trust","optional":true}],"status":"live","first_seen_at":"2026-10-08T15:38:53Z","employer_posted_date":"2026-10-08","last_verified_at":"2026-10-19T20:13:15Z","board_verified":true,"closed_at":null,"days_open":11,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":11},"description":"Join us at Entrust\nAt Entrust, we’reshaping the future of identity centric security solutions. From our comprehensive portfolio of solutions to our flexible, global workplace, we empower careers, foster collaboration, and build solutions that help keep the world moving safely.\nGet to Know Us\nHeadquartered in Minnesota, Entrust is an industry leader in identity-centric security solutions, serving over 150 countries with cutting-edge, scalable technologies. But our secret weapon? Our people. It’sthe curiosity, dedication, and innovation that drive our success and help us anticipatethe future.\nHelp Define the Future of Trust in the Age of AI\nAs AI agents become increasingly embedded in enterprise operations, organisations face a new challenge: how do they establish trust, control, governance, accountability, and assurance for autonomous systems acting on their behalf?\nEntrust is creating the Agentic Trust category to address this emerging market need. We are seeking a visionary and commercially driven Director, Business Development & Category Definition to help define, validate, and scale this new category.\nThis is not a traditional sales, alliances, or business development role. It is a unique opportunity for a market maker who thrives in ambiguity, enjoys building from zero to one, and has a proven ability to turn emerging technology trends into commercially successful businesses.\nYou will work across Product, Architecture, Engineering, Marketing, Sales, Strategy, and Executive Leadership to shape how enterprises establish trust for AI agents through identity, delegated authorization, assurance, auditability, governance, compliance, and evidence-based trust frameworks.\nWhat You'll Do\nDefine and Build a New Market Category\nEstablish the customer problem, category definition, buyer urgency, value drivers, competitive landscape, and Entrust's right to win.\nRefine category messaging and thought leadership alongside customers, analysts, partners, Product, and Marketing.\nPosition Agentic Trust within adjacent markets such as AI governance, AI security, non-human identity, and trust infrastructure.\nProvide strategic recommendations on where Entrust should lead, partner, integrate, or invest.\nValidate the Market Opportunity\nConduct structured market discovery with customers and partners to assess use cases, buyer personas, budgets, procurement paths, barriers, and willingness to pay.\nLead executive workshops and design-partner engagements to validate business value and commercial readiness.\nPrioritise market opportunities based on impact, repeatability, ecosystem leverage, strategic fit, and speed to evidence.\nSecure Lighthouse Customers\nIdentify and lead a focused portfolio of lighthouse customer engagements from discovery through agreement.\nEstablish measurable success plans, business outcomes, learning objectives, expansion opportunities, and reference criteria.\nCapture and codify winning use cases, qualification standards, objections, and proof points for broader go-to-market adoption.\nBuild the Ecosystem\nDevelop relationships with hyperscalers, AI platform providers, systems integrators, identity vendors, cybersecurity leaders, and industry alliances.\nCreate joint value propositions, reference architectures, partnership frameworks, and co-sell motions.\nPrioritise partnerships that accelerate credibility, market access, distribution, and customer adoption.\nInfluence Product and Commercial Strategy\nTranslate market insights into product requirements, solution priorities, integrations, packaging, pricing, and services offerings.\nTest commercial models and partner economics directly with the market.\nHelp shape build-partner-buy decisions and define minimum viable commercial offerings.\nIncubate and Scale the Go-to-Market Motion\nDevelop repeatable sales plays, account targeting frameworks, discovery methodologies, qualification standards, and value hypotheses.\nPartner with Marketing on thought leadership, analyst engagement, executive messaging, demand creation, and category awareness.\nEstablish clear criteria for transitioning opportunities from incubation into scalable field execution.\nDrive Operational Excellence\nMaintain a category development scorecard covering learning velocity, market evidence, lighthouse progress, qualified pipeline, and readiness to scale.\nProvide executive updates that clearly separate facts, hypotheses, risks, recommendations, and decisions required.\nWhat Success Looks Like\nWithin this role, you will:\nEstablish Entrust as a recognised thought leader within the emerging Agentic Trust category.\nValidate priority buyers, use cases, commercial models, and investment areas.\nSecure and advance lighthouse customer and partner relationships.\nCreate credible pathways to scalable revenue growth.\nDeliver repeatable commercial plays that can be adopted by global field teams.\nInfluence product strategy, partnerships, packaging, pricing, and long-term investments through market evidence.\nWhat We're Looking For\nRequired Experience\n10+ years' experience in business development, market development, category creation, strategic partnerships, product strategy, or enterprise technology growth.\nDemonstrated success creating or scaling emerging technology categories, platform businesses, or ecosystem-led growth initiatives.\nExperience leading ambiguous, zero-to-one opportunities and converting early-market learning into repeatable commercial outcomes.\nProven ability to engage C-suite leaders and influence strategic investment decisions.\nExperience building complex partnerships, co-innovation initiatives, design-partner programmes, or new commercial models.\nBackground in enterprise software, cybersecurity, identity, cloud, SaaS, AI, or related technology markets.\nCore Capabilities\nCategory-building mindset and strong market intuition.\nExceptional commercial judgement and business acumen.\nAbility to synthesise competitive, customer, analyst, regulatory, and ecosystem signals.\nStrong executive communication and stakeholder influence skills.\nDisciplined operator who can manage hypotheses, partnerships, customer programmes, and measurable outcomes simultaneously.\nTechnical fluency across AI agents, identity, authentication, authorization, governance, assurance, trust architectures, and security frameworks.\nPreferred Experience\nAgentic AI, non-human identity, delegated authorization, Zero Trust, AI governance, interoperability, or trust infrastructure.\nExperience working with hyperscalers, AI platform providers, global systems integrators, major software vendors, analyst firms, or standards bodies.\nKnowledge of regulated industries including financial services, healthcare, government, insurance, or critical infrastructure.\nBachelor's degree in Business, Engineering, Technology, Computer Science, or related discipline. Advanced degree preferred.\nThis role requires regular collaboration from our London office, with an expectation of 2-3 days onsite each week. We welcome candidates from across the UK, provided they can comfortably meet the office attendance requirements.\nWho You Are\nYou are a market maker, not a caretaker.\nYou thrive where products, markets, and buying motions are still emerging. You are intellectually curious, commercially rigorous, and comfortable operating without established playbooks. You challenge assumptions, create clarity from ambiguity, and earn credibility with both executive stakeholders and deeply technical teams.\nMost importantly, you are driven by turning insight into evidence, evidence into adoption, and adoption into scalable commercial success.\nJoin Us\nIf you're excited by the opportunity to define an entirely new category at the intersection of AI, identity, trust, governance, and security, we'd love to hear from you. Join Entrust and help shape the future of Agentic Trust.\nAt Entrust, we don’tjust offer jobs - we offer career journeys. Here is what you can expect when you join our team:\nCareer Growth: Whether you’rea budding developer or a seasoned expert, we’reinvested in your professional journey. With learning-forwardinitiatives and exciting challenges, your growth is our priority.\n\nFlexibility: Life is all about balance. Whether you’reremote, hybrid, or on-site, we offer flexible options that fit your lifestyle.\n\nCollaboration: Here, your voice matters. Our teams thrive on sharing ideas, brainstorming solutions, and working together to build a better tomorrow.\n\nWe believe in securing identities-but it doesn’tstop there. At Entrust, we’repassionate about valuing all identities. Our culture is built on diversity, inclusion, and respect. From unconscious biastraining for our leaders to global affinity groups that connect colleagues across the globe, we’recreating a community where everyone is encouraged to be themselves.\nReady to Make an Impact?\nIf you’reexcited by the prospect of innovating, growing your career, and collaborating in a dynamic environment, Entrust is the place for you. Join us in making a difference. Let’sbuild a more secure world-together.\nApply today!\nFor more information, visit www.entrust.com. Follow us on, LinkedIn, Facebook, Instagram, and YouTube\nFor US roles, or where applicable:\nEntrust is an EEO/AA/Disabled/VeteransEmployer\nFor Canadian roles, or where applicable:\nEntrust values diversity and inclusion and we are committed to building a diverse workforce with wide perspectives and innovative ideas. We welcome applications from qualified individuals of all backgrounds, and we strive to provide an accessible experience for candidates of all abilities.\nIf you require an accommodation, contact .\nRecruiter:\nJames ","description_format":"text","description_chars":9695,"description_truncated":false,"requirements":{"experience_years_min":10,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"bachelor","optional":false},"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United Kingdom","iso":"GB","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Cybersecurity","Identity Management","Digital Signature"],"lifecycle":[{"event":"open","at":"2026-10-08T15:38:53Z"}],"visa":[],"liveness":{"score":63,"band":"ok","label":"Likely open","p_open":1,"p_active":0.632,"p_room":1,"age_days":10,"expected_fill_days":41,"reasons":["conf:20","stale_co","velocity","win:early"],"computed_at":"2026-10-19T05:45:15Z"},"pay":null,"html_url":"https://alion.io/job/entrust-sales-business-development-director-agentic-trust","json_url":"https://alion.io/job/entrust-sales-business-development-director-agentic-trust.json","meta":{"generated_at":"2026-10-20T00:10:48Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":150,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-21T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":4788},"rest":"https://alion.io/mcp/rest/get_company?id=4788"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fentrust-sales-business-development-director-agentic-trust"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fentrust-sales-business-development-director-agentic-trust"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fentrust-sales-business-development-director-agentic-trust"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/entrust-sales-business-development-director-agentic-trust\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fentrust-sales-business-development-director-agentic-trust"}]}