Senior Sales & Business Development Executive

Join us at Entrust  

At Entrust, we’re shaping the future of identity centric security solutions. From our comprehensive portfolio of solutions to our flexible, global workplace, we empower careers, foster collaboration, and build solutions that help keep the world moving safely.  

Entrust's values are a cornerstone of who we are, our future business growth and how our people grow through it. We model our values by demonstrating that Customer Trust Is Earned, moving with purpose because Speed Is Intentional, taking accountability because We Own the Outcome, and building a collaborative culture where One Entrust Wins Together.

   

Get to Know Us  

Headquartered in Minnesota, Entrust is an industry leader in identity-centric security solutions, serving over 150 countries with cutting-edge, scalable technologies. But our secret weapon? Our people. It’s the curiosity, dedication, and innovation that drive our success and help us anticipate the future.  

Help Define the Future of Trust in the Age of AI

The Opportunity

We’re looking for an accomplished Senior Sales & Business Development Executive to help drive the growth of Entrust’s Agentic Trust solution.

As organizations increasingly adopt autonomous and agentic AI, they need new ways to establish identity, authorization, accountability and trust across interactions involving AI agents. This is an opportunity to work at the forefront of that emerging market, helping enterprise customers understand their requirements and translate them into secure, scalable solutions.

You’ll be responsible for developing and closing new business opportunities across an assigned geography or account portfolio, building relationships with senior business and technical stakeholders, and managing complex enterprise sales cycles from initial engagement through to close.

Working closely with account teams, Sales Development, Product, Marketing, Customer Success, technical specialists and partners, you’ll combine market development, consultative selling and enterprise deal leadership to build a strong pipeline and establish Entrust as a trusted partner in the evolving Agentic AI ecosystem.

What You’ll Do

• Become a subject-matter and sales expert for Agentic Trust, bringing relevant industry and competitive insight into customer conversations.
• Build a strong pipeline through targeted prospecting, referrals, events, partners, Sales Development and cross-sell opportunities.
• Develop new enterprise opportunities involving AI agents, identity, delegated authorization, assurance, auditability and governance.
• Create and execute strategic territory and account plans, identifying priority organizations, buying centres, use cases and routes to market.
• Build relationships with executive sponsors, AI leaders, security leaders, technical decision-makers and procurement teams.
• Identify new business, expansion and cross-sell opportunities within designated accounts.
• Own complex opportunities from qualification and discovery through solution alignment, validation, commercial negotiation and close.
• Lead value-based discovery and coordinate demonstrations, workshops, proofs of value and technical validation.
• Use Command of the Message and MEDDPICC principles to develop strong qualification, mutual action plans, decision criteria and close strategies.
• Develop compelling proposals, pricing strategies and commercial plans, and negotiate enterprise agreements in line with company policy.
• Orchestrate internal account teams, technical specialists, Product, Marketing, Customer Success, leadership and partners to move opportunities forward.
• Maintain accurate CRM information covering opportunities, activities, contacts, pipeline and forecasting.
• Provide clear business and forecast updates, proactively identifying deal risks and actions required to close.
• Feed customer insight, competitive intelligence and emerging market requirements back into Product and Marketing.

What We’re Looking For

Basic Qualifications

• 8+ years of successful enterprise technology sales experience, including individual quota responsibility.
• A strong track record of prospecting, building qualified pipeline and closing complex new-business and expansion opportunities.
• Experience managing long, multi-stakeholder enterprise sales cycles involving executive, business, security, technical, legal and procurement audiences.
• Demonstrated ability to develop senior executive relationships, articulate business value and negotiate enterprise agreements.
• Experience collaborating across account teams, Sales Development, pre-sales, Product, Marketing, partners and Customer Success.
• Experience selling enterprise software, cybersecurity, identity, cloud, SaaS, AI or related technology solutions.
• Familiarity with Command of the Message and MEDDPICC sales methodologies.
• Must be able to lawfully work in the country where the position is based, with unrestricted work authorization.

Preferred Qualifications

• Experience selling emerging or category-defining enterprise technology, where educating customers and creating a compelling business case are critical to success.
• Understanding of areas such as agentic AI architectures, non-human identity, delegated authorization, AI governance, Zero Trust or enterprise trust infrastructure.
• Experience selling into regulated industries, including financial services, insurance, government, healthcare or critical infrastructure.
• Bachelor’s degree in Business, Technology, Engineering, Computer Science or a related discipline, or equivalent practical experience.

Why This Role?

This is an opportunity to join Entrust at an important point in the evolution of enterprise AI. Rather than selling into an established category with predetermined buying patterns, you’ll help customers define how trust, identity and governance need to evolve for an agentic world.

You’ll combine strategic business development with complex enterprise selling, working with senior stakeholders to turn emerging AI security and trust challenges into meaningful business outcomes.

If you’re an experienced enterprise technology seller who thrives in developing new markets, creating opportunities and navigating complex buying environments, we’d love to hear from you.

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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 accessibility@entrust.com.

Recruiter:

James Beck

James.Beck@entrust.com