Enterprise Account Executive

US (Remote)

Who we are

Are you passionate about innovating at the intersection of technology and personal security? 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 Director of Enterprise Sales, the Enterprise Sales Executive will be the primary pursuer of relationships and closer of deals within a territory based on your geographic state. The Enterprise Sales Executive is responsible for developing and executing on both strategic and tactical sales plans. As a vital member of the US Sales Team, this person is responsible for finding and closing new business within a set of named accounts.

What you’ll do

Meeting or exceeding assigned sales quotas and objectives
Generate and grow new license revenue in assigned accounts and territory
Utilize solution-selling and value-added, ROI driven methodologies to sell enterprise fraud risk and authentication solutions
Develop and maintain sales plans and strategy 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 demonstration 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:

3-5+ years of experience in enterprise sales
Proven record of successful selling, business development, executive level influence, negotiation, and exceptional communication and presence

Success closing license sales deals of 6 figures or more as well as running longer, complex deal cycles consistentlyExperience 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 (no joke…nearly 1 in 3 Pindrop employees has a Ph.D.). 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 in time for rest with Unlimited PTO, Focus Thursday, and Company-wide Rest Days.

Within 30 days you’ll

Review Account list with your manager
Become familiar with Pindrop’s key value propositions
Market Overview
Overview and familiarity with the Pindrop Sales Process

Within 60 days you’llUnderstand a Day in the Life of the Contact CenterUnderstand the high-level workings of Call Flows Get to know your key contacts across multiple departmentsPresent the IVR pitch to your manager and then team Develop at least three new qualified leadsWithin 90 days you’ll

Develop a forecast for 1H of 2024 and 2H of 2024
Conduct solo intro meetings with Contact Center Week
Build a Business Plan for 2024
Identify new pipeline >= 3X your quota

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 Paid Time Off (PTO)
4 company-wide rest days in 2024 where the entire company rests and recharges!
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
Remote-first culture with opportunities for in-person team events
Recurring monthly home office allowance
When we need a break, we keep it fun with happy hours, ping pong and foosball, drinks and snacks, and monthly massages!
Remote and in-person team activities (think cheese tastings, chess tournaments, talent shows, murder mysteries, and more!)
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

What we live by

At Pindrop, our Core Values are fundamental beliefs at the center of all we do. They are our guiding principles that dictate our actions and behaviors. Our Values are deeply embedded into our culture in big and small ways and even help us decide right from wrong when the path forward is unclear. At Pindrop, we believe in taking accountability to make decisions and act in a way that reflects who we are. We truly believe making decisions and acting with our Core Values in mind will help us to achieve our goals and keep Pindrop a great place to work:

Audaciously Innovate - We continue to change the world, and the way people safely engage and interact with technology. As first principle thinkers, we challenge standards, take risks and learn from our mistakes in order to make positive change and continuous improvement. We believe nothing is impossible.
Evangelical Customers for Life - We delight, inspire and empower customers from day one and for life. We create a partnership and experience that results in a shared passion. We are champions for our customers, and our customers become our champions, creating a universal commitment to one another.
Execution Excellence - We do what we say and say what we do. We are accountable for making the tough decisions and necessary tradeoffs to deliver quality and effective solutions on time.
Win as a Company - Every time we win, we win as a company. Every time we lose, we lose as a company. We break down silos, support one another, embrace diversity and celebrate our successes. We are better together.
Make a Difference - Every day we have the opportunity to make a positive impact. We operate with dedication, passion, and uncompromising integrity, creating a safer, more secure world.

Not sure if this is you?

We want a diverse, global team, with a broad range of experience and perspectives. If this job sounds great, but you’re not sure if you qualify, apply anyway! We carefully consider every application and will either move forward with you, find another team that might be a better fit, keep in touch for future opportunities, or thank you for your time.

Pindrop is an Equal Opportunity Employer

Here at Pindrop, it is our mission to create and maintain a diverse and inclusive work environment. As an equal opportunity employer, all qualified applicants receive consideration for employment without regard to race, color, age, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetic information, disability, marital and/or veteran status.

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