Business Development Lead

Responsibilities Identify and prioritize high-impact partnership opportunities across Enterprise, Consumer, and Agents: map the partner ecosystem, evaluate strategic fit, and develop business cases for partner growth. Build and manage partner relationships: engage new and existing partners, structure deals, design partnership and channel economics models, and serve as the primary relationship lead across the partnership lifecycle. Drive execution of partnership initiatives: lead cross-functional alignment across Legal, Product, Marketing, and Engineering to launch and scale partnerships; track milestones, monitor performance, and iterate on models. Develop and maintain the partnership strategy and playbook: collaborate with the Head of Commercialization to define the partnership roadmap, pilot new models, and build replicable frameworks and documentation. Represent the company externally: engage senior partner executives, build networks across the enterprise security, identity, AI and other ecosystems (e.g., social media, gaming, fintech), and leverage external relationships to source and accelerate partnership opportunities. Support internal enablement: provide partner context to internal stakeholders, surface market insights, and ensure internal readiness for partner commitments across Legal, Marketing, Product, and Ops.

Qualifications 10+ years in business development, enterprise sales, or strategic partnerships in the tech industry. Proven track record of structuring, negotiating, and closing complex enterprise or platform partnerships. Entrepreneurial mindset with a bias toward execution in fast-moving, ambiguous environments. Deep understanding of the identity, security, or SaaS ecosystem preferred. Mission-aligned and curious about privacy-preserving identity, proof of human technology, and the agentic economy. Must be based in San Francisco and available to work in-office 5 days a week.

Nice to Have: Experience scaling channel partnerships or ISV programs. Familiarity with enterprise authentication, IAM platforms, or identity verification. Existing relationships with enterprise security or IT buyer communities. Pay transparency statement (for CA and NY based roles): The reasonably estimated salary for this role at TFH ranges from $212,000 - $250,000 , plus a competitive long term incentive package. Actual

compensation is based on factors such as the candidate's skills,

qualifications, and experience. In addition, TFH offers a wide range of best in class, comprehensive and inclusive employee

benefits for this role including healthcare, dental, vision, 401(k) plan and match, life insurance, flexible time off, commuter

benefits, professional development stipend and much more!

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