Sales Business Development Director-Agentic Trust

Help Define the Future of Trust in the Age of AI

As 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?

Entrust 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.

This 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.

You 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.

What You'll Do

Define and Build a New Market Category

• Establish the customer problem, category definition, buyer urgency, value drivers, competitive landscape, and Entrust's right to win.
• Refine category messaging and thought leadership alongside customers, analysts, partners, Product, and Marketing.
• Position Agentic Trust within adjacent markets such as AI governance, AI security, non-human identity, and trust infrastructure.
• Provide strategic recommendations on where Entrust should lead, partner, integrate, or invest.

Validate the Market Opportunity

• Conduct structured market discovery with customers and partners to assess use cases, buyer personas, budgets, procurement paths, barriers, and willingness to pay.
• Lead executive workshops and design-partner engagements to validate business value and commercial readiness.
• Prioritise market opportunities based on impact, repeatability, ecosystem leverage, strategic fit, and speed to evidence.

Secure Lighthouse Customers

• Identify and lead a focused portfolio of lighthouse customer engagements from discovery through agreement.
• Establish measurable success plans, business outcomes, learning objectives, expansion opportunities, and reference criteria.
• Capture and codify winning use cases, qualification standards, objections, and proof points for broader go-to-market adoption.

Build the Ecosystem

• Develop relationships with hyperscalers, AI platform providers, systems integrators, identity vendors, cybersecurity leaders, and industry alliances.
• Create joint value propositions, reference architectures, partnership frameworks, and co-sell motions.
• Prioritise partnerships that accelerate credibility, market access, distribution, and customer adoption.

Influence Product and Commercial Strategy

• Translate market insights into product requirements, solution priorities, integrations, packaging, pricing, and services offerings.
• Test commercial models and partner economics directly with the market.
• Help shape build-partner-buy decisions and define minimum viable commercial offerings.

Incubate and Scale the Go-to-Market Motion

• Develop repeatable sales plays, account targeting frameworks, discovery methodologies, qualification standards, and value hypotheses.
• Partner with Marketing on thought leadership, analyst engagement, executive messaging, demand creation, and category awareness.
• Establish clear criteria for transitioning opportunities from incubation into scalable field execution.

Drive Operational Excellence

• Maintain a category development scorecard covering learning velocity, market evidence, lighthouse progress, qualified pipeline, and readiness to scale.
• Provide executive updates that clearly separate facts, hypotheses, risks, recommendations, and decisions required.

What Success Looks Like

Within this role, you will:

• Establish Entrust as a recognised thought leader within the emerging Agentic Trust category.
• Validate priority buyers, use cases, commercial models, and investment areas.
• Secure and advance lighthouse customer and partner relationships.
• Create credible pathways to scalable revenue growth.
• Deliver repeatable commercial plays that can be adopted by global field teams.
• Influence product strategy, partnerships, packaging, pricing, and long-term investments through market evidence.

What We're Looking For

Required Experience

• 10+ years' experience in business development, market development, category creation, strategic partnerships, product strategy, or enterprise technology growth.
• Demonstrated success creating or scaling emerging technology categories, platform businesses, or ecosystem-led growth initiatives.
• Experience leading ambiguous, zero-to-one opportunities and converting early-market learning into repeatable commercial outcomes.
• Proven ability to engage C-suite leaders and influence strategic investment decisions.
• Experience building complex partnerships, co-innovation initiatives, design-partner programmes, or new commercial models.
• Background in enterprise software, cybersecurity, identity, cloud, SaaS, AI, or related technology markets.

Core Capabilities

• Category-building mindset and strong market intuition.
• Exceptional commercial judgement and business acumen.
• Ability to synthesise competitive, customer, analyst, regulatory, and ecosystem signals.
• Strong executive communication and stakeholder influence skills.
• Disciplined operator who can manage hypotheses, partnerships, customer programmes, and measurable outcomes simultaneously.
• Technical fluency across AI agents, identity, authentication, authorization, governance, assurance, trust architectures, and security frameworks.

Preferred Experience

• Agentic AI, non-human identity, delegated authorization, Zero Trust, AI governance, interoperability, or trust infrastructure.
• Experience working with hyperscalers, AI platform providers, global systems integrators, major software vendors, analyst firms, or standards bodies.
• Knowledge of regulated industries including financial services, healthcare, government, insurance, or critical infrastructure.
• Bachelor's degree in Business, Engineering, Technology, Computer Science, or related discipline. Advanced degree preferred.

This 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.

Who You Are

You are a market maker, not a caretaker.

You 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.

Most importantly, you are driven by turning insight into evidence, evidence into adoption, and adoption into scalable commercial success.

Join Us

If 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.

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For US roles, or where applicable:

Entrust is an EEO/AA/Disabled/Veterans Employer

For Canadian roles, or where applicable:

Entrust 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.

If you require an accommodation, contact [email protected].

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