Director, Agentic Trust Market Creation

Entrust Corporation

Greater London

On-site

GBP 120,000 - 180,000

Full time

14 days+

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Job summary

Entrust, headquartered in Minnesota and shaping identity-centric security, seeks a visionary Director, Business Development & Category Definition to define and scale the Agentic Trust category. You will work across Product, Architecture, Engineering, Marketing, Sales, Strategy, and Executive Leadership to turn emerging AI and identity trends into credible market opportunities and commercial value.

This role requires navigating ambiguity, securing lighthouse customers, building partnerships, and

Qualifications

10+ years' experience in business development, market development, category creation, strategic partnerships, product strategy, or enterprise technology growth.
Demonstrated success creating or scaling emerging technology categories, platform businesses, or ecosystem-led growth initiatives.
Experience leading ambiguous, zero-to-one opportunities and converting early-market learning into repeatable commercial outcomes.
Proven ability to engage C-suite leaders and influence strategic investment decisions.
Experience building complex partnerships, co-innovation initiatives, design-partner programmes, or new commercial models.
Background in enterprise software, cybersecurity, identity, cloud, SaaS, AI, or related technology markets.
Category-building mindset and strong market intuition.
Exceptional commercial judgement and business acumen.
Ability to synthesise competitive, customer, analyst, regulatory, and ecosystem signals.
Strong executive communication and stakeholder influence skills.
Disciplined operator who can manage hypotheses, partnerships, customer programmes, and measurable outcomes simultaneously.
Technical fluency across AI agents, identity, authentication, authorization, governance, assurance, trust architectures, and security frameworks.

Responsibilities

Define and Build a New Market Category Establish the customer problem, category definition, buyer urgency, value drivers, competitive landscape, and Entrust's right to win.
Refine category messaging and thought leadership alongside customers, analysts, partners, Product, and Marketing.
Position Agentic Trust within adjacent markets such as AI governance, AI security, non-human identity, and trust infrastructure.
Provide strategic recommendations on where Entrust should lead, partner, integrate, or invest.
Validate the Market Opportunity Conduct structured market discovery with customers and partners to assess use cases, buyer personas, budgets, procurement paths, barriers, and willingness to pay.
Lead executive workshops and design-partner engagements to validate business value and commercial readiness.
Prioritise market opportunities based on impact, repeatability, ecosystem leverage, strategic fit, and speed to evidence.
Secure Lighthouse Customers Identify and lead a focused portfolio of lighthouse customer engagements from discovery through agreement.
Establish measurable success plans, business outcomes, learning objectives, expansion opportunities, and reference criteria.
Capture and codify winning use cases, qualification standards, objections, and proof points for broader go-to-market adoption.
Build the Ecosystem Develop relationships with hyperscalers, AI platform providers, systems integrators, identity vendors, cybersecurity leaders, and industry alliances.
Create joint value propositions, reference architectures, partnership frameworks, and co-sell motions.
Prioritise partnerships that accelerate credibility, market access, distribution, and customer adoption.
Influence Product and Commercial Strategy Translate market insights into product requirements, solution priorities, integrations, packaging, pricing, and services offerings.
Test commercial models and partner economics directly with the market.
Help shape build-partner-buy decisions and define minimum viable commercial offerings.
Incubate and Scale the Go-to-Market Motion Develop repeatable sales plays, account targeting frameworks, discovery methodologies, qualification standards, and value hypotheses.
Partner with Marketing on thought leadership, analyst engagement, executive messaging, demand creation, and category awareness.
Establish clear criteria for transitioning opportunities from incubation into scalable field execution.
Drive Operational Excellence Maintain a category development scorecard covering learning velocity, market evidence, lighthouse progress, qualified pipeline, and readiness to scale.
Provide executive updates that clearly separate facts, hypotheses, risks, recommendations, and decisions required.