Director, Strategic Sales

Pindrop

1d•$200,000 - $205,000•Remote

About The Position

Pindrop is hiring a Director, Strategic Sales to lead a diverse sales team that includes Strategic Account Executives, Strategic Account Managers, and Commercial Account Executives. The director will drive sales performance and help grow new license revenue across assigned accounts and territories, selling enterprise fraud-risk and authentication solutions to strategic customers. The role combines sales leadership and hands-on execution. The director will build and maintain sales plans, guide opportunities through Pindrop’s sales process—from qualification and proof of concept through business-case development, pricing, negotiation, and contract signing—and partner with sales engineers and analytics teams on proofs of concept and results presentations. The role also requires accurate Salesforce forecasting and reporting, product demonstrations, and ongoing market and competitive research. The successful candidate will have a track record of selling complex enterprise software, closing large license deals, carrying a strategic sales quota before leading teams, and successfully managing and developing sellers. Pindrop describes its environment as remote-first, with regular in-person team gatherings. The position includes a US base pay range of $200,000–$205,000 and is eligible for commission payments.

Requirements

10+ years of experience selling to strategic customers, including Fortune 500 companies.
Success closing license sales deals of $1 million or more.
Experience selling at SaaS companies.
At least 3 years of sales management experience.
Experience in account management, growth, and renewals.
Must have carried a quota as a strategic sales executive before leading teams.
Must have led a team with proven success.
Ability to sell complex, interdependent software.
Proven success in selling, business development, executive-level influence, and negotiation, with exceptional communication skills and executive presence.
Demonstrated proficiency with software productivity tools such as Salesforce and Clari.
Background in security or another relevant industry.
Strong business and technology acumen, with the ability to articulate solution value propositions.
Exceptional communication, interpersonal, and presentation skills, and ability to work effectively across functions.
Ability to lead sales representatives with varying levels of tenure and experience using a servant-leadership approach.
Ability to facilitate change and help the business evolve.
Resilience, adaptability, accountability, persistence, and resourcefulness in a changing, ambiguous environment.

Responsibilities

Manage Strategic Account Executives, Strategic Account Managers, and Commercial Account Executives to meet or exceed quotas and objectives.
Build strategies to generate and grow new license revenue in assigned accounts and territories.
Use solution-selling and value-added, ROI-driven approaches to sell enterprise fraud-risk and authentication solutions.
Develop and maintain sales plans and strategies to deliver annual sales targets.
Guide sales activities through opportunity identification and qualification, proof of concept, business-case and ROI development, pricing and license development, negotiation, and contract signing.
Collaborate with sales engineers and analytical teams to oversee proofs of concept and develop results presentations.
Forecast and report opportunities and sales activities accurately and consistently in Salesforce.
Develop industry and market knowledge about competitors, emerging fraud-risk trends, and relevant technologies.
Present complete solutions and conduct product demonstrations for customers.
Hire, develop, and coach sellers at different levels of tenure as the strategic sales organization grows.
Use AI to support forecasting, account strategy, deal reviews, and coaching.
Work cross-functionally with sales and executive leaders and gain buy-in from internal and external stakeholders.

Benefits

Unlimited paid time off.
Competitive compensation package, including restricted stock units for all employees.
Remote-first work environment with flexibility and autonomy.
Regular team on-sites, company-wide events, and intentional in-person gatherings.
Health and welfare plans, including an employer-paid employee-only plan.
Employer contribution to a Health Savings Account.
Vision and dental plans for employees and their families.
Paid parental leave for birth, adoptive, and foster parents.
One year of diaper delivery for a new child.
Recurring monthly phone and internet allowance.
Enhanced fertility and GLP-1 benefits.
Annual Learning & Development stipend for professional growth, skills development, certifications, and continued education.
Commission payments in addition to base pay.