Strategic Sales Executive and Partner Manager

Location: United Kingdom (UK)

Who we are

Are you passionate about innovating at the intersection of technology and personal security? At Pindrop, we recognize that the human voice is a unique personal identifier, increasingly susceptible to sophisticated fraud, including the threat of deepfakes. We're leading the way in developing cutting-edge authentication, fraud prevention, and deepfake detection. Our mission is to provide seamless and secure digital experiences, safeguarding the most personal aspect of our identity: our voice. Here, you'll be part of a team driven by values of Innovation, Customer Advocacy, Excellence, and Impact. We're not just creating a safer digital landscape by fortifying trust and integrity with those we serve, we’re also building a dynamic, supportive workplace where your contributions make a real difference.

Headquartered in Atlanta, GA, Pindrop is backed by world-class investors such as Andreessen-Horowitz, IVP, and CapitalG

We are looking for a Sales Executive and Partner Manager to join our growing software company and help us expand our presence in the UK market. You will be responsible for developing and managing relationships with channel partners, as well as selling our products and services directly to customers.

What you’ll do

• Conduct market research to identify selling opportunities and customer needs
• Develop comprehensive Go To Market strategy for Pindrop Products leveraging direct and indirect channels. 
• Actively seek out new sales leads and prospects through cold calling, networking, and social media
• Conduct meetings with potential clients and partners to identify potential opportunities
• Prepare and deliver presentations and demos on our products and services
• Negotiate and close deals with customers and partners, ensuring mutual satisfaction and long-term collaboration
• Provide support and training to partners and customers, as well as feedback and insights to our internal teams
• Monitor and report on sales performance, partner performance, and market trends
• Participate in industry events and exhibitions to promote our brand and products
• Acquire and integrate industry and market knowledge related to the competitive landscape, emerging fraud risk trends, and technologies in order to successfully sell

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 for enterprise software

Success closing license sales deals of 7 figures or more and experience with Complex contract managementExperience selling a complex product to executive buyers

• Experience setting up and running a new territory for an established software company
• Ability to execute on different sales motions direct, co-sell as well as resell through partners
• Proven record of successful selling, business development, executive level influence, negotiation, and exceptional communication and presence
• Must be able to self-prospect to build qualified pipeline
• 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:

As a Pindropper, you join a rapidly growing company making technology more human with the power of voice. You will work alongside some of the best and brightest. We’re a passionate group committed to excellence - but that doesn’t stop us from enjoying the journey as a team with chess and poker tournaments, catered lunches and happy hours, wellness programming, and more. Because we take our jobs seriously, we add time for rest with Unlimited PTO, Focus Thursday, and Company-wide Rest Days. 

First 30 Days:

• Complete onboarding and attend New Employee Orientation sessions with other new Pindroppers
• Review account list with your manager

• Become familiar with Pindrop’s key value propositions
• Market Overview
• Overview and familiarity with the Pindrop Sales Process 

First 60 Days:

• Understand a Day in the Life of the Contact Center
• Understand the high-level workings of Call Flows 
• Get to know your key contacts across multiple departments
• Present the IVR pitch to your manager and team 
• Develop at least three new qualified leads

First 90 Days:

• Develop a forecast for 1H of 2024 and 2H of 2024.
• Conduct solo intro meetings with Contact Center Week 
• Build a Business Plan for 2024
• Identify new pipeline >= 3X your quota
• Teach us something new

What we offer (UK)

As a part of Pindrop, you’ll have a direct impact on our growing list of products and thus 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 salary
• Company holidays and company-wide rest days
• Unlimited paid time off
• Remote-first culture - including initial and monthly work from home allowance
• Annual professional development and learning budget
• Pick your own Apple MacBook Pro
• Pension scheme & salary exchange option
• Medical and Dental insurance/Private Health care
• Life Insurance and Critical Illness Insurance
• Flex schedules
• Best in class tools and tech stack
• Fun activities to celebrate our accomplishments as a team

What we live by

At Pindrop, our Core Values are fundamental beliefs at the center of all we do. They are our guiding principles that dictate our actions and behaviors. Our Values are deeply embedded into our culture in big and small ways and even help us decide right from wrong when the path forward is unclear. At Pindrop, we believe in taking accountability to make decisions and act in a way that reflects who we are. We truly believe making decisions and acting with our Core Values in mind will help us to achieve our goals and keep Pindrop a great place to work:    

• Audaciously Innovate - We continue to change the world, and the way people safely engage and interact with technology. As first principle thinkers, we challenge standards, take risks and learn from our mistakes in order to make positive change and continuous improvement. We believe nothing is impossible.
• Evangelical Customers for Life - We delight, inspire and empower customers from day one and for life. We create a partnership and experience that results in a shared passion.   We are champions for our customers, and our customers become our champions, creating a universal commitment to one another. 
• Execution Excellence - We do what we say and say what we do. We are accountable for making the tough decisions and necessary tradeoffs to deliver quality and effective solutions on time.
• Win as a Company - Every time we win, we win as a company. Every time we lose, we lose as a company. We break down silos, support one another, embrace diversity and celebrate our successes. We are better together. 
• Make a Difference - Every day we have the opportunity to make a positive impact. We operate with dedication, passion, and uncompromising integrity, creating a safer, more secure world.

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.

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.

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