Strategic Account Executive
Drive new and expansion license revenue for enterprise fraud risk and authentication solutions. Manage strategic accounts, run complex sales cycles, and exceed quota through solution selling and executive engagement.
About the job
What you’ll do
- Meeting or exceeding 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
- Formulating and executing strategic and tactical plans
- 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
- 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
- Acquire and integrate industry and market knowledge related to the competitive landscape, emerging fraud risk trends, and technologies in order to successfully sell
- Ability to present the full solution and conduct product demonstrations to 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 make a problem into a solution
- You are resourceful, excited to uncover innovative solutions and teach yourself something new when needed
- You take accountability, do the things you say you’ll do, 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
- 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 prospects 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
What’s in it for you
- 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
Skills
Salesforce, Solution Selling, ROI Analysis, Business Development, Account Management, Negotiation, Executive Communication, Pipeline Management, Proof Of Concept, Financial Business Case
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