Vice President, Identity Verification Growth (US) - United States - Field | Entrust Job

The Opportunity:

Entrust is seeking a senior business leader to own the growth agenda for Identity Verification in the United States. This leader will decide where we can win, build a focused plan across new customers, existing customer expansion and partners, and drive the cross-functional execution required to turn that plan into pipeline, bookings and revenue.

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. You will bring customer evidence and commercial judgment to product and investment decisions for U.S. growth, establish clear commitments across teams, and surface tradeoffs early. Success requires both strategic judgment and the ability to move work through a complex organization.

What you will own

U.S. business strategy and performance

·   Build and maintain a quantified U.S. growth plan: target markets and use cases, right to win, revenue opportunities, investment needs, milestones and risks.

·   Choose priority segments, verticals, buyers and accounts based on customer need, competitive position and our realistic ability to execute. Make explicit choices about where to focus and which opportunities to deprioritize.

·   Set targets and leading indicators with Finance and Revenue Operations. Run a regular business cadence that turns pipeline, conversion, win/loss, bookings and customer data into decisions and corrective action.

·   Own the integrated U.S. growth roadmap and the business cases for resources, partnerships and capabilities needed to deliver it.

U.S. product-market fit and competitive position

·   Get close to customers, prospects, sellers and partners to understand buying criteria, unmet needs, implementation friction and reasons we win or lose.

·   Define the 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 them; adjust positioning, offers or product priorities when the evidence changes.

Three growth motions

·   New customers: Define high-propensity segments and repeatable acquisition plays; align Marketing, SDR and Sales execution from demand creation through conversion.

·   Existing customers: Identify expansion whitespace, adoption barriers and at-risk relationships; partner with Sales and Customer Success on account plans that produce measurable expansion.

·   Partners and alliances: Select routes to market with a credible economic case, define the joint offer and sales motion, and 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 that require 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.

How success will be measured

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 also demonstrate validated product-market-fit milestones, progress against committed capabilities and a clear return on go-to-market investment.

What you bring

·   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 the 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 the field personally; and a record of turning plans into shipped work and business results.

Especially relevant experience

A successful turnaround or growth acceleration; U.S. identity verification buyers and competitors; expansion within large enterprise accounts; and building scalable partner or embedded distribution models.

Compensation Range:

The anticipated starting base pay for this position is: $230,547-$338,136 per year (in the primary posting location). Actual compensation will be determined based on geographic location, education, skills and experience. This position is also eligible for the company’s discretionary annual incentive plan. In addition to your pay, Entrust offers eligible colleagues and their dependents comprehensive health and well-being programs which include medical, vision, dental, a generous 401(k) matching contribution, life and disability insurance, mental health coaching, virtual fitness programs, paid personal time off plus 12 paid holidays, parental leave and education reimbursement. Please speak with the recruiter for more details. Note: Benefit and Compensation programs are subject to eligibility requirements and other terms of the applicable plan or program. Entrust has the right to end, suspend or amend any of its plans at any time in whole or in part.

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].

Recruiter:

[email protected]