Careers

Sales Director – Central Europe

Location: Berlin

JOB DESCRIPTION:  Regional Sales Director DACH Region : Location Germany. Good access to major cities. 

Pindrop, the market leader in call center fraud and authentication solutions, is in an unprecedented growth stage as the global demand for the company’s solutions continues at record pace.  Backed by some of the world’s leading venture capital firms including Andreessen Horowitz, Google Capital, IVP, Citi Venture, the company has raised over $122m in venture to fuel our global expansion. Pindrop continues to expand its customer focus and footprint across global financial, brokerage, insurance, retail, telco and government market sectors. Pindrop’s patented, and unrivaled technology is protecting call centers & telephony interactions around the world and enabling its customers to achieve not only a strong return on investment but also the peace of mind that the firm’s brand and customer assets are kept safe from fraudulent activity.

In order to meet both market and customer demand, Pindrop is looking for experienced and exceptional Regional Sales Directors to join the EMEA sales team.  These individuals will play a crucial role in driving sales and customer growth, furthering the company vision and adding to the overall success of the business.

The Role
Reporting directly to the VP & General Manager, International the Regional Sales Directors will be the primary customer relationship owner, responsible for developing and executing on both strategic regional sales development and tactical sales plans.  As a vital member of the EMEA Sales team, this person is responsible for selling to target accounts and prospecting among tier 1 and 2 banking, financial services, insurance, government, telco and retail markets to identify revenue opportunities.  In addition, responsibilities include aligning the appropriate company resources and working with strategic partners to enable success of each account.

Strong experience successfully selling into the tier 1 and 2 banking, financial services or enterprise markets/clients is a must.  A successful track-record in enterprise fraud, security or financial crime sales is an advantage, but the candidate must have a proven track record of selling high value, complex enterprise software solutions. Track record of success, business development and sales growth in early stage, fast growing, fast-paced and entrepreneurial environments.

Role and Responsibilities
The Regional Sales Director will work closely with the VP & General Manager, International and local Sales Engineering support to develop a regional business plan focussing on target accounts & markets, sales strategy, implementing the selling model, and be responsible to deliver on an annual sales quota.

The ultimate measure of success is acquiring new Pindrop clients and driving 1YCV (1st Year Contract Value) bookings and ARR (Annual Recurring Revenue).  This will be accomplished by building, developing, maintaining and cultivating new and existing business relationships. Some key responsibilities include:

 

  • Ownership and accountability for the regional sales & business go-to-market plan, strategy & execution.
  • Meeting or exceeding assigned sales quotas and objectives.
  • Generate and grow new license revenue in assigned region and accounts.
  • Utilise solution-selling and value-added, ROI driven methodologies to sell Pindrop’s enterprise fraud risk and authentication solutions.
  • Develop and maintain sales plans, metrics and strategy to deliver annual sales targets.
    Formulating and executing strategic and tactical plans.
  • Execute each sales activity in accordance with Pindrop’s sales process which includes opportunity identification and qualification, solution Proof of Value (POV) or pilot, development of business case and ROI, pricing and license development, negotiation and contract signing process.
  • Working with and orchestrating resources across Pindrop’s Sales Engineering, Research & Customer Success teams to oversee Proof of Value (POV) and construct business case and results presentations.
  • Collaborating with strategic partners including System Integrators, BPOs, Telco/Carriers & Contact Centre technology providers for mutually beneficial business outcomes.
  • Disciplined and accurate forecasting and reporting of opportunities and all sales activities within Salesforce.com
  • Acquire and integrate industry and market knowledge related to the competitive landscape, emerging fraud risk trends and technologies in order to successfully sell.
  • Ability to present full solution and conduct product demonstration to customers.
  • Management of oversight of cross function commercial, technical and professional services resources to ensure client success.

Regional Sales Director Profile
The ideal Regional Sales Director will have a minimum of 10 years of proven sales and business leadership experience with a successful track record selling complex enterprise fraud, security, contact center or enterprise software solutions to Fortune 500 firms.  Selling experience within Banking, Brokerage, Insurance, Retail, Telco/Carrier and Government market sectors is preferred.  This individual will be able to demonstrate a consistent and successful track record of meeting or exceeding aggressive sales goals and working within high-growth, dynamic and fast-paced organisations.  Further, this Regional Sales Director will be able to articulate and sell new technologies into the marketplace by leveraging senior-level relationships while building and maintaining new relationships with C-Level, senior business, call center and fraud/risk/security/contact centre/operations executives.

In terms of the performance and personal competencies required to succeed in this role, the following skills and/or experience are highlighted:

  • A sales & business leader with a proven record of successful selling, business development, executive level influence, negotiation, and exceptional communication and presence.
  • Ability to manage multiple opportunities to meet deadlines, setting direction for and ensuring the success of all sales and customer interactions.
  • Desire and passion to work at an early-stage, high-growth company.
  • Strong acumen in technology and ability to articulate solution value proposition.
  • Success in personally closing license sales deals in excess of $1M.
  • Self motivated, driven for success, and delivers results.
  • Exceptional communication and personal skills.
  • Excellent planning, preparation and presentation skills for executive meetings.
  • Demonstrated proficiency with productivity tools (Word, Excel, Powerpoint, Salesforce.com)
  • Ability to work closely with Marketing, Product Management, Finance & Customer Success
  • Ability to orchestrate supporting resourcing both internally & externally.
  • Must be a hands-on senior sales & business leader, with gravitas & confidence
  • Fearless, thoughtful, clear and transparent, curious and inquisitive, open-minded, and persistent.
  • Passionate & Determined: does not take no for an answer – doesn't accept things as they are – asks not why, but why not. But importantly doing this with passion, enthusiasm & integrity.

 

Pindrop Opportunity

Joining a highly differentiated, tier 1 VC  backed company at this phase of expansion has significant career potential and earnings upside. Each role will offer a highly competitive salary, commission and equity.

Pindrop Environment
This individual must be able to thrive in an early stage, fast growing & fast-paced, entrepreneurial environment.  In order to be successful and effective, the candidate must be mature and well-rounded sales & business professional who will personally and professionally help grow the organization to the next level.  The Regional Sales Director will have executive presence and direct involvement with Pindrop's executive leadership team, including CEO, Chairman and board members.

Role Location
The preferred location of these roles is Germany

The Pindrop Solution
Pindrop provides enterprise solutions to secure phone and voice communications. Pindrop solutions reduce fraud losses and authentication expense for some of the largest call centers in the world. Pindrop’s patented Phoneprinting technology can identify, locate and authenticate phone devices uniquely just from the call audio thereby detecting fraudulent calls as well as verifying legitimate callers. Pindrop has been selected by the world’s largest banks, insurers, brokerages and retailers, detecting over 80% of fraud, even for attackers never seen before. Our solutions are allowing our customers to reduce call time and improve their customer’s experience even while reducing fraud losses. Pindrop is restoring confidence in the security of phone-based transactions. www.pindrop.com