Senior Solutions Engineer

Job Description

Solutions Engineer 

US Remote

Who we are

Are you passionate about innovating at the intersection of technology and personal security? At Pindrop, we recognize that the human voice is a unique personal identifier, increasingly susceptible to sophisticated fraud, including the threat of deepfakes. We're leading the way in developing cutting-edge authentication, fraud prevention, and deepfake detection. Our mission is to provide seamless and secure digital experiences, safeguarding the most personal aspect of our identity: our voice. Here, you'll be part of a team driven by values of Innovation, Customer Advocacy, Excellence, and Impact. We're not just creating a safer digital landscape by fortifying trust and integrity with those we serve, we’re also building a dynamic, supportive workplace where your contributions make a real difference.

Headquartered in Atlanta, GA, Pindrop is backed by world-class investors such as Andreessen-Horowitz, IVP, and CapitalG.

What you’ll do 

• Provide technical pre-sale support to sales teams to achieve assigned sales goals.
• Act as a subject matter expert for Pindrop’s expanding portfolio of solutions.
• Partner with sales to generate new license revenue by creating and delivering solutions that resonate in target customer segments
• Advise organizations on improvements to their IVR, call center and fraud operational processes with the use of Pindrop technologies.
• Gain trust and influence customer buying process with technical knowledge and consultative selling skills 
• 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 architects to build Statements of Work (SOWs) and other technical documents.
• Respond to customer RFP/RFI/RFQ documents, coordinating with others across the organization as needed.
• Support product launch activities and assist with trade shows, conferences, executive briefings and technical training activities
• Cultivate and qualify new pipeline opportunities, track associated revenue to support financial forecasts and business plans
• 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 instill trust both internally and externally, you understand when to lean in versus supporting from a distance
• You are a winner and a fighter: You do not take no for an answer or accept things as they are, rather you are persistent. You ask not why, but why not with curiosity and determination
• You are passionate and desire to work at an early-stage, high-growth company with a growth mindset
• You have strong acumen in both business and technology and you have the ability to effectively articulate solution value propositions
• You are strategic at heart and you also “roll up your sleeves” and get into the weeds when needed
• You are resilient in the face of challenges, change, and ambiguity
• You are optimistic and positive, and believe that you can make any problem into a solution
• You are resourceful, excited to uncover and implement innovative solutions, and deliver results
• 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

• 10+ years of sales engineering experience, closing $1M+ deals.
• Proven consultative selling of very large, complex deals
• Excellent presentation and communication skills with executive presence and confidence
• Deep Technical background with specific experience in Contact Center technology in large Enterprise including Banking, Brokerage, Insurance, and Retail market sectors.
• Understanding of APIs
• Experience with contact center solutions is required, including voice network design, authentication, WFM, call recording, fraud management, and enterprise speech processing solutions.
• Able to thrive in a fast-paced, dynamic environment and solve complex technical challenges creatively.
• Adept at working on a remote team and fostering a collaborative environment
• A relentless self-starter that drives toward objectives while managing multiple competing priorities and specific deadlines.
• Fearless, thoughtful, clear and transparent, curious and inquisitive, open-minded, and persistent.

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
  • Be introduced to the Sales Engineering organization to learn expectations, targets, and company wide OKR’s. 
  • You will meet 1:1 with your leader and will work to establish your training

• Within 60 days you’ll
  • Be deep into training, shadowing other SEs and will be assigned to a team

• Within 90 days you’ll
  •  Be supporting discovery calls and demoing our solution to prospective clients.

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
• Recurring monthly Phone and Internet allowance
• One Time home office allowance
• Remote first environment – meaning you have flexibility in your day!
• 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

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.

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