Director of Strategic Sales, Pindrop
+Equity
More information about location
Security, identity & intelligence software solutions
Be an early applicant
Security, identity & intelligence software solutions
201-500 employees
Be an early applicant
+Equity
More information about location
201-500 employees
Company mission
Pindrop's mission is to provide real-time security, identity, and trust on every voice interaction.
Role
Who you are
- You instill trust both internally and externally, you understand when to lean in versus supporting from a distance
- You are a winner and a fighter: You do not take no for an answer or accept things as they are, rather you are persistent. You ask not why, but why not with curiosity and determination
- You are passionate and desire to work at an early-stage, high-growth company with a growth mindset
- You have strong acumen in both business and technology and you have the ability to effectively articulate solution value propositions
- You are strategic at heart and you also “roll up your sleeves” and get into the weeds when needed
- You are successful at leading sales reps (all levels of tenure/experience) through a servant style leadership approach
- You have exceptional communication, interpersonal skills, and presentation skills, and work effectively cross functionally gaining buy-in from internal and external stakeholders
- You are resilient in the face of challenges, change, and ambiguity
- You are optimistic and positive, and believe that you can make any problem into a solution
- You are resourceful, excited to uncover and implement innovative solutions, and deliver results
- You take accountability, do the things you say you’ll do, under-promise and over-deliver
- You are nimble and adaptable when priorities change and continue to see the “forest through the trees”
- 10+ years experience selling to Strategic customers (Fortune 500)
- Success closing license sales deals of $1M+
- Experience selling at SaaS companies
- 3+ years of sales management experience
- Experience in Account Management, growth and renewals
- You are a change agent and able to facilitate change to help the business evolve
- Must have carried a quota as a Strategic sales executive prior to leading teams
- Must have led a team and have had proven levels of success
- Ability to sell complex and multi-dependent software
- Proven record of successful selling, business development, executive level influence, negotiation, and exceptional communication and presence
- Demonstrated proficiency with software productivity tools (e.g. Salesforce, Clari)
- Background in Security or other relevant industry experience a plus
What the job involves
- Manage a team of high caliber Strategic sellers to ensure all quotas and objectives are met or exceeded
- Build strategies to generate and grow new license revenue in assigned accounts and territories
- Utilize solution-selling and value-added, ROI driven methodologies to sell enterprise fraud risk and authentication solutions
- Develop and maintain sales plans and strategy to deliver annual sales targets
- Execute each sales activity in accordance with Pindrop’s sales process which includes opportunity identification and qualification, solution proof of concept, development of business case and ROI, pricing and license development, negotiation and contract signing process
- Collaborate with Pindrop sales engineers and analytical teams to oversee proof of concepts and construct results presentations
- Disciplined and accurate forecasting and reporting of opportunities and all sales activities within Salesforce
- Acquire and integrate industry and market knowledge related to the competitive landscape, emerging fraud risk trends and technologies in order to successfully sell
- Present full solutions and conduct product demonstrations for customers
- Within 30 days you’ll be introduced to the sales organization to learn expectations, targets, and company wide OKR’s. You will meet 1:1 with your reps to develop manager/individual contributor relationships
- Within 60 days you’ll be running a strategic sales team of high performing, tenured reps to ensure they are well supported, and driving attainment goals
- Within 90 days you’ll be held accountable for maintaining and delivering on metrics as a sales leader while continuing to partner with internal/external stakeholders
Our take
The global fraud detection and prevention market size is expected to grow to $141.75 billion by 2028. There has been increasing investment from key players to develop secure fraud solutions across industries such as BFSI, manufacturing, healthcare and others.
Pindrop is propelling enterprises and consumers toward a voice-driven future by unlocking the value of voice interactions. Interacting with a financial institution, a digital assistant, a video chat, or a smart device can provide access to our unique identities, and open new capabilities in security and intelligence evoked solely from a voice.
Pindrop is a big player in fraud detection and voice authentication, currently delivering voice solutions to 8 of the top 10 banks in the world. Their competitors include iovation, ID Experts, ZIMPERIUM and Telsis Limited.
A 2023 partnership with NTT Data has expanded Pindrop's presence in Japan, capitalising on NTT's knowledge of the Japanese market.
Steph
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 7 rounds)
Apr 2024
$4.3m
LATE VC
Dec 2018
$90m
SERIES D
Total funding: $302.9m
Company benefits
- Paid Parental Leave
- Company holidays
- Unlimited paid time off
- Remote-first culture - including monthly work from home stipends
- Annual professional development and learning budget
- Pick your own Apple MacBook Pro
- Pension scheme
- Medical insurance/Private Health care
- Life Insurance and Critical Illness Insurance
- Flex schedules
- Best in class tools and tech stack
- Fun activities to celebrate our accomplishments as a team
Company values
- Act with Deliberate urgency
- Create Evangelical customers
- Passionate about the fight
- Playing for the Team
- Make Hard easy
Company HQ
Home Park, Atlanta, GA
Articles
Leadership
Software engineering experience at multiple companies, including Google and IBM.
Paul Judge
(Executive Chairman)Also co-founder of Purewire, Inc, Luma, and TechSquare Labs.
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