Director, Strategic Sales

Who We Are Pindrop is the Real Human + Right Human® Identity Trust Platform for the AI era. As AI-driven fraud and deepfakes erode trust in digital communication, Pindrop delivers continuous identity verification and deepfake detection across voice, video, and digital interactions in real time. Enterprises rely on Pindrop to secure billions of high-risk customer interactions each year, including top U.S. banks, as well as leading insurers and healthcare providers. Powered by models trained on more than 1.5 billion real-world interactions annually and protected by 300+ patents, Pindrop restores trust while reducing fraud, lowering operational costs, and improving customer experience. Recognized by TIME as one of the Top 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 process. Collaborate 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. Present full solutions and conduct product demonstrations for customers. Who You Are Trustworthy both internally and externally - you understand when to lean in versus supporting from a distance Persistent; You ask not why, but why not, with curiosity and determination Passionate with a strong desire to work at an early-stage, high-growth company with a growth mindset Someone with strong acumen in both business and technology and you have the ability to effectively articulate solution-based value propositions Strategic at heart and hands-on when needed A strong leader of sales representatives (all levels of tenure/experience) through a servant style leadership approach Someone with exceptional communication, interpersonal and presentation skills, and who works effectively cross-functionally, gaining buy-in from internal and external stakeholders You are resilient, optimistic, resourceful, adaptable and accountable in the face of challenges and ambiguity Your skill-set: 10+ years 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 a plus 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) 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 This position will be posted for 45 days after 6/23/2026. #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. US Base Pay Range $170,000—$204,000 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.