Vice President of Emerging Markets & Channels, Pindrop
$175-215k
+ Equity. This position is eligible for additional compensation in the form of commission payments
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
$175-215k
+ Equity. This position is eligible for additional compensation in the form of commission payments
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
- This role requires a skilled professional with experience in business development, product partnerships, sales strategy, and a strong understanding of AI technologies and voice & video ecosystems
- 10+ years of experience in business development, strategic partnerships, or alliances within cybersecurity, SaaS, infrastructure, or AI
- Experience building high-impact partnerships with major platforms such as Zoom, Microsoft, Google, Okta, CrowdStrike, or hyperscalers like AWS, Azure, or GCP
- Demonstrated success in launching deep product integrations and joint go-to-market plans that led to commercial success, visibility, or category leadership
- Understanding of sales motions that involve CISO and enterprise security buying cycles
- Strong executive presence and exceptional communication skills—capable of representing Pindrop at the highest levels, both internally and externally
- Ability to develop financial models and business cases to support strategic initiatives and partner investments
- Comfortable operating in a fast-paced, ambiguous environment where creativity and speed are essential
- A strategic builder with a proven track record in 0→1 partnerships—you’ve helped launch and scale new product categories or go-to-market motions where no roadmap existed
- An executive-caliber leader who thrives at the intersection of product, strategy, and revenue. You’re as comfortable in the boardroom as you are in the weeds of a joint GTM launch
- A natural connector with a network across conferencing, cybersecurity, identity, or cloud ecosystems—and the ability to influence stakeholders at every level, including the C-suite
- A trusted partner and cross-functional collaborator who brings people together across product, engineering, marketing, and sales to create outcomes
- Entrepreneurial and resilient—you navigate ambiguity with optimism, learn quickly, and act with urgency
What the job involves
- We are seeking a dynamic and results-driven VP of Business Development to lead the expansion of our deepfake detection solutions to markets outside of contact centers
- You'll do this by creating and expanding our partner ecosystem with leading platforms in video conferencing and cybersecurity
- Lead our most strategic partnerships: Build and develop deep, integrated relationships with leading platforms in video conferencing (Zoom, Microsoft, Google), cybersecurity (Okta, CrowdStrike, Palo Alto), identity, and hyperscaler ecosystems (AWS, GCP, Azure)
- Drive 0→1 business development motions: Architect and execute new go-to-market strategies for emerging product lines—building strategic alliances from the ground up in a category-defining space
- Develop joint GTM and integration strategies: Collaborate with product, marketing, engineering, and executive leadership to co-create partner integrations and aligned commercial strategies
- Expand the ecosystem: Identify and prioritize new opportunities across GSIs, GenAI vendors, VOIP providers, telcos, and handset manufacturers to scale Pindrop’s presence and distribution
- Create visible, high-impact wins: Bring integrations and partnerships to market that result in keynote visibility, industry recognition, and measurable revenue contribution
- Partner Business Plans: Develop and implement strategic business plans and joint GTM plans to achieve revenue targets and market growth objectives
- Product Partnerships: Identify and develop product partnership opportunities with Gen AI providers, video meeting providers, VOIP phone system providers, carriers, and mobile device manufacturers. Help position Pindrop’s product integration ecosystem as the leader in this space
- Within 30 Days:
- Complete onboarding and attend New Employee Orientation sessions
- Become familiar with Pindrop’s key value propositions
- Market Overview: Evaluate market research to understand the industry landscape, target markets, competitors, key target partners, and verticals
- Review target market use cases to understand how to approach new prospects
- Establish relationships with key product stakeholders within Pindrop
- Overview and familiarity with SFDC and tracking tools
- Within 60 Days:
- Develop a comprehensive business plan for deepfake detection solutions targeting various industries
- Identify and prioritize key verticals and partners for outreach
- Begin proactive lead generation activities and initiate conversations with key partners
- Begin scheduling partner meetings with executives at GSIs and prospective customers
- Within 90 Days:
- Conduct solo intro meetings with partners and prospects
- Share business plan for 2025, inclusive of marketing and sales strategy
- Develop joint go-to-market strategies with partners to enhance market penetration
- Share new findings from prospective customer or partner engagements
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. Its 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, whilst 2024 funding will accelerate Pindrop's product development.
Steph
Company Specialist at Welcome to the Jungle
Insights
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 HQ
Home Park, Atlanta, GA
Leadership
Vijay Balasubramaniyan
(Co-Founder & CEO)Software engineering experience at multiple companies, including Google and IBM.
Paul Judge
(Co-Founder & Executive Chairman)Also co-founder of Purewire, Inc, Luma, and TechSquare Labs.
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