Director, Strategic Sales

pindropsecurity; United States; On-site; USD 180,000 - 300,000; Full time

Benefits offered by this job

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Professional development

Job summary

Pindrop is seeking a seasoned enterprise sales leader to drive license revenue across strategic accounts in the US. You will guide a high-performing team, oversee ROI-focused solutions, and ensure revenue targets while collaborating with engineers and analytics to demonstrate value.

Ideal candidates bring 10+ years selling to Fortune 500s, a track record of $1M+ license deals, and strong leadership in SaaS security solutions. A quota-driven, results-oriented mindset is essential.

Qualifications

• 10+ years of experience selling to strategic customers (Fortune 500).
• Proven record of closing license sales deals of $1M+.
• Experience selling at SaaS companies.
• 3+ years of sales management experience.
• Experience in account growth and renewals.
• Must have carried a quota as a strategic sales executive.
• Led teams with proven success in complex software sales.
• Proven executive-level influence and negotiation skills.
• Proficient with Salesforce and Clari.

Responsibilities

• Manage a diverse sales team including senior roles to meet quotas.
• Develop strategies to generate and grow license revenue in assigned accounts.
• Sell enterprise fraud risk and authentication solutions using ROI-driven methods.
• Develop and maintain sales plans to deliver targets.
• Collaborate with sales engineers and analytics to present results.
• Forecast and report opportunities accurately in Salesforce.
• Acquire market knowledge on fraud risk trends and competition.
• Present full solutions and conduct product demonstrations for customers.

Skills

Strategic accounts

License sales

SaaS sales

Sales management

Account management

Change agent

Quota holder

Leadership

Complex software

Executive influence

Sales tools

Security industry

Tools

Salesforce

Clari

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