Director of New Market Development, Pindrop
$175-215k
+ Equity + Annual Discretionary Bonus
Salesforce
Expert level
Remote from US
Security, identity & intelligence software solutions
Job no longer available
Security, identity & intelligence software solutions
201-500 employees
B2BEnterpriseMachine LearningSaaSAPICyber SecurityIdentity
Job no longer available
$175-215k
+ Equity + Annual Discretionary Bonus
Salesforce
Expert level
Remote from US
201-500 employees
B2BEnterpriseMachine LearningSaaSAPICyber SecurityIdentity
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
- You are a self-driven and motivated individual with a goal setting frame of mind
- You are an exceptional communicator and networker
- You are resilient in the face of challenges, change, and ambiguity
- You are optimistic and believe that you can make a problem into a solution
- You are resourceful, excited to uncover innovative solutions and a continuous learner
- 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 in driving new revenue streams through the partner ecosystem, in cybersecurity, AI, or tech solutions with the large GSIs and global consulting firms, handset manufacturers, and telecommunications companies
- Built industry-leading product and GSI ecosystems in your past roles
- Helped launch integrations that made it to partner’s exec keynotes and drove industry and media recognition
- Nurture sustainable and mutually beneficial relationships across the partner ecosystem
- Strong technical acumen and understanding of deepfake technology, cybersecurity threats, and AI-driven solutions
- Strong executive presence including excellent communication, negotiation, and presentation skills and executive level influence and negotiation skills
- Strong leadership and interpersonal skills with ability to work closely and cross functionally with engineering, marketing and product management and other internal stakeholders
- Must possess the appropriate level of math and analytical skill required to construct a financial business case
What the job involves
- At Pindrop, we recognize that the human voice is a unique personal identifier, increasingly susceptible to sophisticated fraud, including the threat of deepfakes
- We're leading the way in developing cutting-edge authentication, fraud prevention, and deepfake detection
- Our mission is to provide seamless and secure digital experiences, safeguarding the most personal aspect of our identity: our voice
- Here, you'll be part of a team driven by values of Innovation, Customer Advocacy, Excellence, and Impact
- We're not just creating a safer digital landscape by fortifying trust and integrity with those we serve, we’re also building a dynamic, supportive workplace where your contributions make a real difference
- Headquartered in Atlanta, GA, Pindrop is backed by world-class investors such as Andreessen-Horowitz, IVP, and CapitalG
- Reporting directly to the Chief Revenue Officer the Director of Business Development will be the primary pursuer of relationships and developer of progress within agreed to verticals or account targets
- The Director of BD is responsible for developing and executing on both strategic and tactical sales plans
- As a vital member of the Pindrop sales team this person is responsible for finding and developing new business lines within a set of named accounts, partners or verticals as well as cultivating relationships
- We are seeking a dynamic and results-driven Business Development Manager to lead the expansion of our deepfake detection solutions to markets outside of contact centers
- Market Expansion: Identify and develop new business opportunities for deepfake detection solutions in various industries, including retail, healthcare, talent acquisition, transportation, education, and media
- Partner Business Plans: Develop and implement strategic business plans and joint GTM plans to achieve revenue targets and market growth objectives
- Client Relationship Management: Leverage your network to build and maintain strong relationships with key stakeholders, including potential clients, strategic partners, and influencers to develop new contacts within assigned target accounts or verticals
- GSI Partnerships: Develop, enable and manage strategic partnerships with large Global System Integrators (GSIs) and global consulting firms
- Work with these partners to make Pindrop critical to their AI security practices and client work
- Product Expertise: Gain thorough knowledge of our deepfake detection technologies and effectively communicate their value proposition to the partner ecosystem to develop joint GTM strategies, assets and solution offerings
- Product Partnerships: Identify and develop product partnership opportunities with Gen AI providers, video meeting providers, VOIP phone system providers, carriers, mobile device manufacturers
- Help position Pindrop’s product integration ecosystem as the leader in this space
- Proofs of Concept (POCs): Oversee and manage POCs with potential clients to demonstrate the value and effectiveness of our deepfake detection solutions, ensuring successful execution and evaluation
- Industry Analysis: Evaluate market research to understand industry trends, competitive landscape, and customer needs to support business plans
- Lead Generation: Generate leads through networking, cold calling, attending industry events, and leveraging online platforms
- Asset and Proposal Development: Create joint assets to drive partner campaigns to drive mutual demand, prepare and deliver compelling sales presentations, proposals, and contracts to prospects, addressing their needs and concerns
- Collaboration: Work closely with internal teams, including marketing, BDR, product development, and technical support, to inform product development and ensure alignment and successful delivery of solutions
- 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 inside of 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 meeting 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
Application process
- This position will be posted for 90 days after 3/31/2025
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
Top investors
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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