Strategic Account Executive

Pindrop

12d•Remote

About The Position

Pindrop is redefining trust in the digital age. Our patented voice, and video authentication, fraud detection, and deepfake detection technologies protect some of the world’s largest banks, insurers, retailers, and healthcare leaders. As AI-driven threats evolve in the form of synthetic voices, deepfakes, face swapping and more, our solutions stay ahead, helping ensure that the real human and the right human are recognized. Pindrop is trusted by Fortune 500 enterprises to secure voice interactions, and with $100M ARR we’re entering our next phase of innovation and growth, backed by world-class investors including Andreessen Horowitz, IVP, and CapitalG. Strategic Account Executive What you’ll do Meeting or exceeding assigned sales quotas and objectives Generate and grow new license revenue in assigned accounts and territory Manage existing relationships and grow them Utilize solution-selling and value-added, ROI-driven methodologies to sell enterprise fraud risk and authentication solutions Develop and maintain sales plans and strategies to deliver annual sales targets Formulating and executing strategic and tactical plans 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 Working 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 Ability to present the full solution and conduct product demonstrations to customers Who you are You are a self-driven and motivated individual with a goal setting frame of mind You are an exceptional communicator 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” What’s in it for you: As a Pindropper, you join a rapidly growing company making technology more human with the power of voice. You will work alongside some of the best and brightest. We’re a passionate group committed to excellence - but that doesn’t stop us from enjoying the journey as a team with chess and poker tournaments, catered lunches and happy hours, wellness programming, and more. Because we take our jobs seriously, we add time for rest with Unlimited PTO, Focus Thursday, and Company-wide Rest Days.

Requirements

8+ years experience in strategic sales
Proven record of successful selling, business development, executive level influence, negotiation, and exceptional communication and presence
Success closing license sales deals of 7 figures or more and experience with Complex contract managementExtensive experience in Account Management, growing existing business, and nurturing relationships Experience selling a complex product to executive buyers
Ability to qualify a prospects need and/or challenge that can be solved by implementing our product given their budget, timeline, and authority
Must be able to self-prospect to build qualified pipeline and also work collaboratively with a BDR
Strong acumen in technology and ability to articulate solution value proposition
Ability to manage multiple opportunities to meet deadlines, setting direction for and ensuring the success of all sales and customer interactions
Ability to work closely and cross functionally with engineering, marketing and product management as well as experience working with partners and alliances, and other internal stakeholders
Must possess the appropriate level of math and analytical skill required to construct a financial business case

Responsibilities

Meeting or exceeding assigned sales quotas and objectives
Generate and grow new license revenue in assigned accounts and territory
Manage existing relationships and grow them
Utilize solution-selling and value-added, ROI-driven methodologies to sell enterprise fraud risk and authentication solutions
Develop and maintain sales plans and strategies to deliver annual sales targets
Formulating and executing strategic and tactical plans
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
Working 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
Ability to present the full solution and conduct product demonstrations to customers

Benefits

Competitive compensation, including equity for all employees
Unlimited PTO
Generous health and welfare plans to choose from - including one employer-paid “employee-only” plan!
Best-in-class Health Savings Account (HSA) employer contribution
Affordable vision and dental plans for you and your family
Employer-provided life and disability coverage with additional supplemental options
Paid Parental Leave - Equal for all parents, including birth, adoptive & foster parents
One year of diaper delivery for your newest addition to the family! It’s our way of welcoming new Pindroplets to the family!
Identity protection through Norton LifeLock
Recurring monthly Phone and Internet allowance
One Time home office allowance
Remote first environment – meaning you have flexibility in your day!
Company holidays
Annual professional development and learning benefit
Pick your own Apple MacBook Pro
Retirement plan with competitive 401(k) match
Wellness Program including Employee Assistance Program, 24/7 Telemedicine