Director of Business Development - Public Sector Data

Company Overview

ID.me is the next-generation digital identity wallet that simplifies how individuals securely prove their identity online. Consumers can verify their identity with ID.me once and seamlessly login across websites without having to create a new login and verify their identity again. Over 140 million users experience streamlined login and identity verification with ID.me at 20 federal agencies, 44 state government agencies, and 66 healthcare organizations. More than 600 consumer brands use ID.me to verify communities and user segments to honor service and build more authentic relationships. ID.me’s technology meets the federal standards for consumer authentication set by the Commerce Department and is approved as a NIST 800-63-3 IAL2 / AAL2 credential service provider by the Kantara Initiative. ID.me is committed to “No Identity Left Behind” to enable all people to have a secure digital identity. To learn more, visit https://network.id.me/.

About the Role

We are seeking a dynamic and strategic leader to drive our public sector business development efforts. This role will be responsible for building relationships with state agencies, navigating regulatory and technical challenges, and unlocking access to occupational license data at scale. This individual will play a critical role in enabling ID.me to directly consume and integrate occupational and workforce credentials into our digital identity ecosystem.

What You’ll Do

• Industry & Market Research: Become an expert on state licensing processes and validation mechanisms across the U.S.
•  Partnership Development: Build and manage relationships with state agencies responsible for occupational license validation, advocating for mutually beneficial partnerships.
• Strategic Negotiation: Develop partnership approaches that provide value to state agencies, reduce administrative burdens, and enhance privacy protections for consumers.
• Data Acquisition & Integration: Collaborate with Product and Engineering teams to assess technical challenges, data architecture, and accessibility limitations of state licensing systems.
•  Regulatory & Compliance Navigation: Work with legal and compliance teams to address commercial restrictions and regulatory considerations associated with state licensing data.
• Process Optimization: Identify opportunities to automate and streamline data collection, reducing reliance on third-party vendors and enabling direct data ingestion.
• Thought Leadership & Advocacy: Represent ID.me in discussions with state policymakers, industry groups, and regulatory bodies to advocate for modernized licensing data infrastructure.

Required Qualifications of the Director Public Sector Business Development: 

• Currently resides in (or actively planning relocation to) McClean, VA / DC. 
• Demonstrated negotiation and relationship management skills, with a track record of driving strategic partnerships with State-level agencies. 
• 8+ years of experience in business development, government partnerships, or a related field, with a strong understanding of public sector data ecosystems.
• 3+ years of experience working with public sector data ecosystems
• Experience working with technical teams to solve data acquisition and integration challenges.
• Excellent communication skills, with the ability to influence stakeholders at all levels.
• Ability to thrive in a fast-paced, evolving environment and drive complex initiatives from inception to execution.

Desired Qualifications of the Director Public Sector Business Development:

• Professional familiarity with identity verification, digital credentials, and/or digital wallet technology.
• Professional familiarity with the regulatory frameworks related to occupational licensing.
• Experience managing or supporting external partnerships between Software Companies and government agencies or regulatory bodies.

The annual base salary listed does not include a company bonus, incentive for sales roles, equity and benefits which will be determined based on experience, skills, education, relevant training, geographic location and role. 

ID.me offers comprehensive medical, dental, vision, health savings account, flexible spending accounts (medical, limited purpose, dependent care, commuter benefit accounts), basic and voluntary life and AD&D insurance, 401(k) with company match, parental leave, ability to participate in unlimited paid time off subject to the terms and conditions of the PTO policy, including 8 company wide holidays, short and long-term disability insurance, accident and critical illness insurance, refer