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”

Your skill-set:

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

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.

What we offer

As a part of Pindrop, you’ll have a direct impact on our growing list of products and the future of security in the voice-driven economy. We hire great people and take care of them. Here’s a snapshot of the benefits we offer:

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

AI Policy

Pindrop may use AI tools to help prioritize job applications for human review. The AI tool may analyze your work experience and skills to assess fit for the role, but does not consider your name or contact details. Applications with the strongest match to job requirements are prioritized for human review; not all applications may be individually reviewed.

This job will be active for 45 days after the post date.

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Please note that the base pay range is a general guideline only. Pindrop considers factors such as (but not limited to) scope and responsibilities of the position, a candidate's work experience, education/training, and key skills, as well as market and business considerations, when extending an offer.

US Base Pay Range

$140,000—$160,000 USD