Director, Strategic Sales

Job description

## **Who We Are** Pindrop is a cybersecurity company delivering continuous identity verification across voice, video, and digital interactions. Powered by the Pindrop Intelligence Network, our unified trust platform helps enterprises answer three critical questions: **Is this identity synthetic?** Detect AI-generated and manipulated voice and video. **Is this identity risky?** Identify fraud, suspicious behavior, and other risk signals. **Is this identity known?** Authenticate identities using voice, device, behavioral, and other signals. Pindrop brings this intelligence together across purpose-built trust engines to help organizations make informed decisions in real time — protecting customers, workforce interactions, and emerging AI-driven interactions. Pindrop protects billions of high-risk interactions for enterprises, including leading financial institutions, insurers, and healthcare organizations. Its technology is informed by more than 8 billion real-world interactions annually and protected by 300+ patents. Recognized by TIME as one of the 10 Most Influential Software Companies of 2026 and by Inc. for Best in Business for Innovation, Pindrop is backed by leading investors including Andreessen Horowitz, IVP, and CapitalG. ### What you’ll do - Manage a diverse team of sellers, including Strategic Account Executives, Strategic Account Managers, and Commercial Account Executives, to ensure all quotas and objectives are met or exceeded. - Build strategies to generate and grow new license revenue in assigned accounts and territories. - 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. - 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. - Collaborate with Pindrop sales engineers and analytical teams to oversee proofs of concept 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. - Present full solutions and conduct product demonstrations for customers. **Who you are** - You instill trust both internally and externally, and you understand when to lean in versus supporting from a distance. - You are a winner and a fighter: you do not take no for an answer or accept things as they are; rather, you are persistent. You ask not why, but why not, with curiosity and determination. - You are passionate about working at a scaling, high-growth company and bring a growth mindset to everything you do. - You have strong acumen in both business and technology, and you can effectively articulate solution value propositions. - You are strategic at heart, and you also roll up your sleeves and get into the weeds when needed. - You are successful at leading sales reps of all levels of tenure and experience through a servant leadership approach. - You have exceptional communication, interpersonal, and presentation skills, and work effectively cross-functionally, gaining buy-in from internal and external stakeholders. - You are resilient in the face of challenges, change, and ambiguity. - You are optimistic and positive, and believe you can turn any problem into a solution. - You are resourceful, excited to uncover and implement innovative solutions, and deliver results. - You take accountability, do the things you say you’ll do, and 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:** - 10+ years of experience selling to strategic customers (Fortune 500) - Success closing license sales deals of $1M+ - Experience selling at SaaS companies - 3+ years of sales management experience - Experience in account management, growth, and renewals - You are a change agent and able to facilitate change to help the business evolve - Must have carried a quota as a strategic sales executive prior to leading teams - Must have led a team and have had proven levels of success - Ability to sell complex and multi-dependent software - Proven record of successful selling, business development, executive-level influence, negotiation, and exceptional communication and presence - Demonstrated proficiency with software productivity tools (e.g., Salesforce, Clari) - Background in security or other relevant industry experience **What’s in it for you:** AI-driven fraud and deepfakes have moved from emerging risk to board-level priority for the world’s largest enterprises. You’ll lead the team that brings Pindrop into those conversations, at a moment when the problem is getting harder and the category is still being defined. - **Build the team, not just run it.** We’re growing our strategic sales organization. You’ll hire, develop, and coach sellers at every level of tenure, and shape how the team operates as it scales. - **Sell into a market with real urgency.** Enterprises are rethinking how they verify who, or what, is on the other side of every interaction. Your team will help some of the world’s largest organizations solve a problem that grows more important every quarter. - **Represent differentiated, category-defining technology.** You’ll lead sales of solutions backed by more than 300 patents and models trained on over 1.5 billion real-world interactions a year. This is not a commodity product in a crowded market. - **Work alongside experienced, growth-minded leaders.** You’ll partner with sales and executive leaders who know how to win complex enterprise deals, and you’ll see firsthand how decisions get made as Pindrop scales. - **Lead inside an AI-first organization.** With Innovation as our first core value, you’ll use AI to sharpen forecasting, account strategy, deal reviews, and coaching. You’ll help define what AI-enabled sales leadership looks like. - **Grow as Pindrop grows.** As we expand our customers, products, and market presence, your scope and influence grow with them. If you want to lead a team that protects some of the world’s most important institutions, and be proud of the company you help build, this is that opportunity. ### 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: - Unlimited Paid Time Off (PTO) - Competitive compensation package, including RSUs (Restricted Stock Units) for all employees, so everyone shares in our long-term success. - Remote-first environment - giving you flexibility and autonomy in how you structure your day. - While we work flexibly, we prioritize meaningful in-person moments through regular team on-sites, company-wide events, and intentional gatherings that foster connection, collaboration, and shared success. - Generous health and welfare plans to choose from - including one employer-paid “employee-only” plan! - Best-in-class Health Savings Account (HSA) employer contribution - Low-cost vision and dental plans for you and your family, providing comprehensive coverage and peace of mind. - Paid Parental Leave - 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! - Recurring monthly phone and internet allowance to help cover essential connectivity costs and support flexible work. - Enhanced fertility and GLP-1 benefits to support family-building journeys and personalized health needs. - Annual Learning & Development stipend to support your professional growth, skill-building, certifications, and continued education. #LI-Remote 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. This position is eligible for additional compensation in the form of commission payments. US Base Pay Range $200,000—$205,000 USD ## **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. ### **AI - A Transformative Force** At Pindrop, we view artificial intelligence as a transformative force that, when harnessed responsibly, can unlock unprecedented value for our customers, partners and society and enable and empower us to continue to deliver cutting-edge technology to combat fraud and unblur the lines between what it means to be human versus machine. 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. ### **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.