[Hiring] Account Manager @Pindrop

Role Description

The Account Manager at Pindrop is responsible for:

• Meeting or exceeding assigned sales quotas and objectives
• Generating and growing new license revenue in assigned accounts and territory
• Managing existing relationships and growing them
• Utilizing solution-selling and value-added, ROI-driven methodologies to sell enterprise fraud risk and authentication solutions
• Developing and maintaining sales plans and strategies to deliver annual sales targets
• Formulating and executing strategic and tactical plans
• Executing 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 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
• Acquiring and integrating industry and market knowledge related to the competitive landscape, emerging fraud risk trends, and technologies
• Presenting the full solution and conducting product demonstrations to customers

Qualifications

• 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 management
• Extensive experience in Account Management, growing existing business, and nurturing relationships
• Experience selling a complex product to executive buyers
• Ability to qualify a prospect's 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

Benefits

• 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!
• 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