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Salary: USD 230,547 - 338,136 / annual
Entrust is seeking a senior business leader to own the growth agenda for Identity Verification in the United States. You will be the single point of accountability for the U.S. IDV growth plan and its performance, serving on the cross-functional Identity portfolio leadership team alongside leaders from Sales, Product, Engineering, Customer Success, Marketing and Revenue Operations.
Key Responsibilities:
U.S. Business Strategy and Performance: Build and maintain a quantified U.S. growth plan including target markets, use cases, right-to-win analysis, revenue opportunities, investment needs, milestones and risks. Choose priority segments, verticals, buyers and accounts based on customer need, competitive position and realistic execution capability. Set targets and leading indicators with Finance and Revenue Operations. Run a regular business cadence that converts pipeline, conversion, win/loss, bookings and customer data into decisions and corrective action. Own the integrated U.S. growth roadmap and business cases for resources, partnerships and capabilities.
Product-Market Fit and Competitive Position: Get close to customers, prospects, sellers and partners to understand buying criteria, unmet needs, implementation friction and win/loss reasons. Define U.S. market requirements for product capabilities, integrations, workflows, service experience and proof points. Work with Product and Engineering to prioritize commitments against commercial impact and delivery capacity. Validate growth hypotheses with evidence before scaling; adjust positioning, offers or product priorities when evidence changes.
Three Growth Motions: (1) New customers—define high-propensity segments and repeatable acquisition plays; align Marketing, SDR and Sales execution from demand creation through conversion. (2) Existing customers—identify expansion whitespace, adoption barriers and at-risk relationships; partner with Sales and Customer Success on account plans that produce measurable expansion. (3) Partners and alliances—select routes to market with credible economic case, define joint offer and sales motion, hold partner initiatives to pipeline and revenue outcomes.
Commercial Execution and Leadership: Align Sales, Product, Marketing, Customer Success and Revenue Operations around a small number of funded priorities, named owners, deadlines and measurable outcomes. Ensure field teams have clear positioning, competitive guidance, industry plays, customer proof and practical enablement. Participate directly in strategic opportunities and executive customer discussions. Remove barriers quickly, resolve cross-functional tradeoffs and elevate decisions requiring executive intervention. Communicate progress and gaps candidly to senior leadership. Lead a focused team and influence a broader matrix; build an operating culture of customer evidence, speed, ownership and follow-through.
Success Metrics: Primary outcomes include growth in qualified U.S. IDV pipeline, bookings and revenue across new-customer, expansion and partner motions. Leading indicators include conversion and win rates, sales-cycle length, adoption and retention in priority segments, and partner-sourced or partner-influenced results. The growth plan must demonstrate validated product-market-fit milestones, progress against committed capabilities and clear return on go-to-market investment.
Requirements:
- Senior leadership experience owning growth for a B2B technology business, product line or market, with a track record of measurable commercial results
- Experience in identity verification, fraud, digital identity, cybersecurity, risk or adjacent software markets; strong understanding of complex enterprise buying and regulated use cases
- Demonstrated ability to make market and portfolio choices, develop investment cases, and translate customer evidence into product and go-to-market priorities
- Experience leading through a matrix across Sales, Product, Engineering, Marketing, Customer Success and Operations, including decisions when priorities or incentives conflict
- Command of commercial numbers: pipeline quality, conversion, win/loss, bookings, revenue and unit economics; comfort explaining performance and recommendations to executive leadership
- Clear, direct communication; sound judgment under ambiguity; willingness to engage customers and field personally; record of turning plans into shipped work and business results
- Especially relevant: successful turnaround or growth acceleration experience; U.S. identity verification buyers and competitors knowledge; expansion within large enterprise accounts; building scalable partner or embedded distribution models
