Senior Director, Solutions Engineering at Pindrop

, , United States -

Full Time

Start Date

Immediate

Expiry Date

15 Apr, 26

Salary

250000.0

Posted On

15 Jan, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Solutions Engineering, Sales Engineering, Presentation Skills, Communication Skills, Call Center Technology, Fraud Management, Voice Network Design, Authentication, WFM, Call Recording, Enterprise Speech Processing, Technical Validation, Customer Engagement, Account Management, Team Leadership, Market Knowledge

Industry

Computer and Network Security

Description

Who We Are Pindrop is redefining trust in the digital age. Our patented voice, and video authentication, fraud detection, and deepfake detection technologies protect some of the world’s largest banks, insurers, retailers, and healthcare leaders. As AI-driven threats evolve in the form of synthetic voices, deepfakes, face swapping and more, our solutions stay ahead, helping ensure that the real human and the right human are recognized. Pindrop is trusted by Fortune 500 enterprises to secure voice interactions, and with $100M ARR we’re entering our next phase of innovation and growth, backed by world-class investors including Andreessen Horowitz, IVP, and CapitalG. What you’ll do Act as a subject matter expert for Pindrop’s expanding portfolio of solutions. Generate new license revenue by engaging with the account’s technical team to drive toward a technical win. Advise organizations on improvements to their IVR, call center and fraud operational processes with the use of Pindrop technologies. Develop and deliver presentations to articulate technical concepts relevant to each specific account’s environment, such as solution scope, size, integration / API flows, and business case / ROI. Conduct product demonstration to customers and lead successful proof of value (POVs) Acquire and integrate industry and market knowledge related to the competitive landscape, emerging fraud risk trends, and technologies in order to demonstrate market leadership. Collaborate with Customer Success solution engineers to build Statements of Work (SOWs) and other technical documents. Lead responding to customer RFP/RFI/RFQ documents, coordinating with others across the organization as needed. Work closely with Account Executives to develop a territory and per-account strategy and accurately forecast technical opportunity details within Salesforce.com. Who you are 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: Current and recent experience formally leading a solutions engineering team 10+ years of sales engineering experience, closing $1M+ deals. Proven success selling of very large, complex deals with many moving parts. Excellent presentation and communication skills with executive presence and confidence. Technical background with specific experience in call center technology within Banking, Brokerage, Insurance, and Retail market sectors. Experience with contact center solutions is required, including voice network design, authentication, WFM, call recording, fraud management, or enterprise speech processing solutions. A relentless self-starter that drives toward objectives while managing multiple competing priorities and specific deadlines. Desire and passion to work at an early-stage, high-growth company. Fearless, thoughtful, clear and transparent, curious and inquisitive, open-minded, and persistent. A Winner and A Fighter: does not take no for an answer - doesn't accept things as they are - asks not why but why not. 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 in time for rest with Unlimited PTO, Focus Thursday, and Company-wide Rest Days. Within 30 days you’ll Complete onboarding and attend New Employee Orientation sessions with other new PindroppersComplete onboarding and attend New Employee Orientation sessions with other new Pindroppers Meet with the CRO, Sales leaders, Account Executives, Customer Success, Product, and Marketing partners to understand GTM strategy, current pipeline, and expectations of the Solutions Engineering team Build a deep understanding of Pindrop’s platforms, integrations, and standard POV and demo flows across top customer segments Assess the current Solutions Engineering org structure, coverage model, and operating rhythms (1:1s, team meetings, deal reviews) to identify quick wins and gaps Within 60 days you’ll: Establish a regular operating cadence for the Solutions Engineering team, including clear goals, KPIs, and expectations for deal support, POVs, and RFPs Begin directly leading strategic opportunities, partnering with Account Executives to shape solution strategy, technical validation plans, and executive-ready presentations Align with Customer Success and Professional Services on handoffs, SOW standards, and how SEs set downstream teams up for implementation succes Draft a 12–18 month vision and resourcing plan for the Solutions Engineering function (hiring, enablement, specialization, tools) aligned to sales and company OKRs Within 90 days you’ll Own the end-to-end operating model for Solutions Engineering, including forecasting, pipeline coverage, and POV/RFP execution in partnership with Sales leadership Deliver measurable improvements in at least one key area (for example POV win rate, time-to-value in evaluations, RFP response quality, or SE engagement model) and communicate results to the CRO and executive team Formalize feedback loops between customers, Solutions Engineering, Product, and Marketing to influence roadmap, competitive positioning, and technical storytelling Teach us something new What we offer As a part of Pindrop, you’ll have a direct impact on our growing list of products and 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 compensation, including equity for all employees Unlimited Paid Time Off (PTO) 4 company-wide rest days in 2024 where the entire company rests and recharges! 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! It’s our way of welcoming new Pindroplets to the family! Identity protection through Norton LifeLock Remote-first culture with opportunities for in-person team events Recurring monthly home office allowance When we need a break, we keep it fun with happy hours, ping pong and foosball, drinks and snacks, and monthly massages! Remote and in-person team activities (think cheese tastings, chess tournaments, talent shows, murder mysteries, and more!) 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 Please note that the base pay range is a general guideline only. Pindrop considers factors such as (but not limited to) scope and responsibilities of the position, a candidate's work experience, education/training, and key skills, as well as market and business considerations, when extending an offer. This position is eligible for additional compensation in the form of commission payments. US Base Pay Range $210,000—$250,000 USD 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.

Responsibilities

The Senior Director of Solutions Engineering will act as a subject matter expert, generating new license revenue and advising organizations on improvements to their operational processes using Pindrop technologies. They will also lead product demonstrations and collaborate with various teams to ensure successful implementation and customer satisfaction.