Strategic Account Executive - Pindrop

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.

What you'll do

• Meet or exceed 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.
• Formulate and execute strategic and tactical plans.
• Execute each sales activity in accordance with Pindrop's sales process, including opportunity identification and qualification, solution proof of concept, development of business case and ROI, pricing and license development, negotiation, and contract execution.
• Work with Pindrop sales engineers and analytical teams to oversee proof of concepts and construct results presentations.
• Maintain 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.
• Present the full solution and conduct product demonstrations to prospective 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 turn problems into solutions.
• You are resourceful, excited to uncover innovative solutions, and eager to learn independently.
• You take accountability, do what you say you will do, and consistently under-promise and over-deliver.
• You are nimble and adaptable when priorities change while maintaining focus on the broader vision.

Your skill-set

• 8+ years of experience in strategic sales.
• Proven track record of successful selling, business development, executive-level influence, negotiation, and strong professional presence.
• Success closing enterprise license deals of 7 figures or more and experience managing complex contracts.
• Extensive experience in account management, expanding existing business, and nurturing relationships with executive buyers.
• Ability to qualify prospect needs and challenges against product capabilities, budget, timeline, and decision-making authority.
• Capability to self-prospect pipeline while also collaborating effectively with BDRs.
• Strong technical acumen with the ability to articulate complex solution value propositions.
• Ability to manage multiple concurrent opportunities and drive cross-functional alignment across engineering, marketing, product, and alliance partners.
• Strong analytical skills required to build comprehensive financial business cases.

What's in it for you

• Competitive compensation, including equity for all employees
• Unlimited PTO, Focus Thursdays, and company-wide rest days
• Comprehensive health and welfare plans, including an employer-paid employee-only option
• Best-in-class HSA employer contribution
• Affordable vision and dental coverage
• Employer-provided life and disability coverage with supplemental options
• Equal paid parental leave for all parents (birth, adoptive, and foster), plus one year of diaper delivery
• Identity protection through Norton LifeLock
• Recurring monthly phone and internet allowance
• One-time home office allowance
• Annual professional development and learning stipend
• Pick your own Apple MacBook Pro
• 401(k) retirement plan with competitive employer match
• Comprehensive wellness program including EAP and 24/7 telemedicine