Strategic Account Executive
About the role
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. 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. Formulate and execute 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. Work 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.
Responsibilities
- Meeting or exceeding assigned sales quotas and objectives
- Generating and growing new license revenue in assigned accounts and territory
- Managing existing relationships and growing them
- Utilizing solution-selling and value-added, ROI-driven methodologies to sell enterprise fraud risk and authentication solutions
- Developing and maintaining sales plans and strategies to deliver annual sales targets
- Formulating and executing strategic and tactical plans
- Executing each sales activity in accordance with Pindrop’s sales 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
- Acquiring and integrating industry and market knowledge related to the competitive landscape, emerging fraud risk trends, and technologies in order to successfully sell
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 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
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 continues to see the “forest through the trees”
Skills
- Ability to present the full solution and conduct product demonstrations to customers
Pay
$140,000 - $160,000
Schedule
Remote