Account Manager

About the role

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 territories. They manage existing relationships and grow them using solution-selling and value-added, ROI-driven methodologies to sell enterprise fraud risk and authentication solutions. The role involves developing and maintaining sales plans and strategies to deliver annual sales targets, executing strategic and tactical plans, and conducting proof of concepts and result presentations.

Responsibilities

• Meet or exceed assigned sales quotas and objectives
• Generate and grow new license revenue in assigned accounts and territory
• Manage existing relationships and grow them
• Sell enterprise fraud risk and authentication solutions using solution-selling and value-added, ROI-driven methodologies
• Develop and maintain sales plans and strategies to deliver annual sales targets
• Execute strategic and tactical plans
• 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
• Present the full solution and conduct product demonstrations to customers

Requirements

• 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 or challenge that can be solved by implementing our product given their budget, timeline, and authority
• Ability to self-prospect to build qualified pipeline and work collaboratively with a BDR
• Strong acumen in technology and ability to articulate solution value proposition
• Ability to manage multiple opportunities to meet deadlines, set direction for and ensure 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

Qualifications

• Self-driven and motivated individual with a goal-setting frame of mind
• Exceptional communicator
• Resilient in the face of challenges, change, and ambiguity
• Optimistic and believe that you can make a problem into a solution
• Resourceful, excited to uncover innovative solutions and teach yourself something new when needed
• Takes accountability, does the things you say you'll do, under-promise and over-deliver
• Nimble and adaptable when priorities change and continue to see the "forest through the trees"

Skills

• Ability to present the full solution and conduct product demonstrations to customers

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
• This job will be live for 60 days after 3.15.26
• US Base Pay Range: $135,000 USD - $140,000 USD
• This position is eligible for additional compensation in the form of commission payments
• AI - A Transformative Force
• Pindrop may use AI tools to help prioritize job applications for human review. The AI tool may analyze your work experience and skills to assess fit for the role, but does not consider your name or contact details. Applications with the strongest match to job requirements are prioritized for human review; not all applications may be individually reviewed
• 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