Senior Director of Solutions Engineering, Pindrop
$210-250k
+ Equity
Security, identity & intelligence software solutions
Job no longer available
Security, identity & intelligence software solutions
201-500 employees
Job no longer available
$210-250k
+ Equity
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 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 teach yourself something new when needed
- 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”
- Current and recent experience formally leading a solutions engineering team
- 10+ years of sales engineering experience, closing $1M+ deals
- Proven success selling of very large, complex deals with many moving parts
- Excellent presentation and communication skills with executive presence and confidence
- Technical background with specific experience in call center technology within Banking, Brokerage, Insurance, and Retail market sectors
- Experience with contact center solutions is required, including voice network design, authentication, WFM, call recording, fraud management, or enterprise speech processing solutions
- A relentless self-starter that drives toward objectives while managing multiple competing priorities and specific deadlines
- Desire and passion to work at an early-stage, high-growth company
- Fearless, thoughtful, clear and transparent, curious and inquisitive, open-minded, and persistent
- A Winner and A Fighter: does not take no for an answer - doesn't accept things as they are - asks not why but why not
What the job involves
- Act as a subject matter expert for Pindrop’s expanding portfolio of solutions
- Generate new license revenue by engaging with the account’s technical team to drive toward a technical win
- Advise organizations on improvements to their IVR, call center and fraud operational processes with the use of Pindrop technologies
- Develop and deliver presentations to articulate technical concepts relevant to each specific account’s environment, such as solution scope, size, integration / API flows, and business case / ROI
- Conduct product demonstration to customers and lead successful proof of value (POVs)
- Acquire and integrate industry and market knowledge related to the competitive landscape, emerging fraud risk trends, and technologies in order to demonstrate market leadership
- Collaborate with Customer Success solution engineers to build Statements of Work (SOWs) and other technical documents
- Lead responding to customer RFP/RFI/RFQ documents, coordinating with others across the organization as needed
- Work closely with Account Executives to develop a territory and per-account strategy and accurately forecast technical opportunity details within Salesforce.com
- Within 30 days you’ll:
- Complete onboarding and attend New Employee Orientation sessions with other new PindroppersComplete onboarding and attend New Employee Orientation sessions with other new Pindroppers
- Meet with the CRO, Sales leaders, Account Executives, Customer Success, Product, and Marketing partners to understand GTM strategy, current pipeline, and expectations of the Solutions Engineering team
- Build a deep understanding of Pindrop’s platforms, integrations, and standard POV and demo flows across top customer segments
- Assess the current Solutions Engineering org structure, coverage model, and operating rhythms (1:1s, team meetings, deal reviews) to identify quick wins and gaps
- Within 60 days you’ll:
- Establish a regular operating cadence for the Solutions Engineering team, including clear goals, KPIs, and expectations for deal support, POVs, and RFPs
- Begin directly leading strategic opportunities, partnering with Account Executives to shape solution strategy, technical validation plans, and executive-ready presentations
- Align with Customer Success and Professional Services on handoffs, SOW standards, and how SEs set downstream teams up for implementation succes
- Draft a 12–18 month vision and resourcing plan for the Solutions Engineering function (hiring, enablement, specialization, tools) aligned to sales and company OKRs
- Within 90 days you’ll:
- Own the end-to-end operating model for Solutions Engineering, including forecasting, pipeline coverage, and POV/RFP execution in partnership with Sales leadership
- Deliver measurable improvements in at least one key area (for example POV win rate, time-to-value in evaluations, RFP response quality, or SE engagement model) and communicate results to the CRO and executive team
- Formalize feedback loops between customers, Solutions Engineering, Product, and Marketing to influence roadmap, competitive positioning, and technical storytelling
- Teach us something new
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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