Account Manager

📋 Description

• Achieve or surpass established sales quotas and goals

• Generate and expand new licensing revenue within designated accounts and territories

• Manage and enhance existing client relationships

• Employ solution-selling and value-oriented methodologies focused on ROI to market enterprise fraud risk and authentication solutions

• Create and uphold sales plans and strategies to meet annual sales objectives

• Develop and implement both strategic and tactical plans

• Carry out each sales activity in line with Pindrop’s sales process, encompassing opportunity identification, qualification, solution proof of concept, business case and ROI development, pricing and licensing, negotiation, and contract finalization

• Collaborate with Pindrop sales engineers and analytical teams to supervise proof of concepts and prepare results presentations

• Maintain disciplined and precise forecasting and reporting of opportunities and all sales activities within Salesforce

• Acquire and assimilate industry and market insights regarding competitive dynamics, emerging fraud risk trends, and technologies for effective selling

• Demonstrate the complete solution and conduct product demonstrations for customers

⛳️ Requirements

• Over 8 years of experience in strategic sales

• Proven track record in successful selling, business development, executive influence, negotiation, and exceptional communication skills

• Successful closure of license sales deals of seven figures or more, along with experience in complex contract management

• Extensive background in Account Management, expanding existing business, and fostering relationships

• Experience selling complex products to executive-level buyers

• Ability to assess a prospect's needs and challenges that can be addressed through our product within their budget, timeline, and authority

• Must be capable of self-prospecting to build a qualified pipeline and work collaboratively with a BDR

• Strong technological acumen and ability to communicate the solution's value proposition effectively

• Capacity to manage multiple opportunities to meet deadlines, directing and ensuring the success of all sales and customer interactions

• Ability to work closely and collaboratively with engineering, marketing, and product management, as well as experience engaging with partners, alliances, and other internal stakeholders

• Must possess the requisite mathematical and analytical skills to formulate a financial business case

🏝️ Benefits

• Competitive compensation package, including equity for all employees

• Unlimited Paid Time Off (PTO)

• Generous health and welfare plans to select from, including one employer-paid “employee-only” plan!

• Top-tier 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 available

• Paid Parental Leave – Equal for all parents, including those who are birth, adoptive, or foster parents

• One year of diaper delivery for your newest family addition! It’s our way to welcome new Pindroplets into the family!

• Identity protection services through Norton LifeLock

• Monthly allowance for phone and internet expenses

• One-time home office setup allowance

• Remote-first work environment – offering you flexibility in your daily routine!

• Company holidays

• Annual professional development and learning benefits

• Option to choose your own Apple MacBook Pro

• Retirement plan featuring a competitive 401(k) match

• Wellness Program, including Employee Assistance Program and 24/7 Telemedicine services