Director, New Market Development

Job description

Director, New Market Development

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.

Reporting directly to the Chief Revenue Officer the Director of Business Development will be the primary pursuer of relationships and developer of progress within agreed to verticals or account targets. . The Director of BD  is responsible for developing and executing on both strategic and tactical sales plans.  As a vital member of the Pindrop sales team this person is responsible for finding and developing new business lines within a set of named accounts, partners or verticals as well as cultivating relationships.

We are seeking a dynamic and results-driven Business Development Manager to lead the expansion of our deepfake detection solutions to markets outside of contact centers. This role requires a skilled professional with experience in business development, product partnerships, sales strategy, and a strong understanding of AI technologies and voice & video ecosystems.

What you’ll do

• Market Expansion: Identify and develop new business opportunities for deepfake detection solutions in various industries, including retail, healthcare, talent acquisition, transportation, education, and media.
• Partner Business Plans: Develop and implement strategic business plans and joint GTM plans  to achieve revenue targets and market growth objectives.
• Client Relationship Management: Leverage your network  to build and maintain strong relationships with key stakeholders, including potential clients, strategic partners, and influencers to develop new contacts within assigned target accounts or verticals
• GSI Partnerships: Develop, enable and manage strategic partnerships with large Global System Integrators (GSIs) and global consulting firms. Work with these partners to make Pindrop critical to their AI security practices and client work. Product Expertise: Gain thorough knowledge of our deepfake detection technologies and effectively communicate their value proposition to the partner ecosystem to develop joint GTM strategies, assets and solution offerings.
• Product Partnerships: Identify and develop product partnership opportunities with Gen AI providers, video meeting providers, VOIP phone system providers, carriers, mobile device manufacturers. Help position Pindrop’s product integration ecosystem as the leader in this space.
• Proofs of Concept (POCs) : Oversee and manage POCs with potential clients to demonstrate the value and effectiveness of our deepfake detection solutions, ensuring successful execution and evaluation.
• Industry Analysis: Evaluate market research to understand industry trends, competitive landscape, and customer needs to support business plans.
• Lead Generation: Generate leads through networking, cold calling, attending industry events, and leveraging online platforms.
• Asset and Proposal Development: Create joint assets to drive partner campaigns to drive mutual demand, prepare and deliver compelling sales presentations, proposals, and contracts to prospects, addressing their needs and concerns.
• Collaboration: Work closely with internal teams, including marketing, BDR, product development, and technical support, to inform product development and ensure alignment and successful delivery of solutions.

Who you are

• You are a self-driven and motivated individual with a goal setting frame of mind
• You are an exceptional communicator and networker
• 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 a continuous learner
• 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 experience in driving new revenue streams through the partner ecosystem, in cybersecurity, AI, or tech solutions with the large GSIs and global consulting firms, handset manufacturers, and telecommunications companies.
• Built industry-leading product and GSI ecosystems in your past roles
• Helped launch integrations that made it to partner’s exec keynotes and drove industry and media recognition.
• Nurture sustainable and mutually beneficial relationships across the partner ecosystem.
• Strong technical acumen and understanding of deepfake technology, cybersecurity threats, and AI-driven solutions.
• Strong executive presence including excellent communication, negotiation, and presentation skills and executive level influence and negotiation skills
• Strong leadership and interpersonal skills with ability to work closely and cross functionally with engineering, marketing and product management and other internal stakeholders
• Must possess the appropriate level of math and analytical skill required to construct a financial business case

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 time for rest with Unlimited PTO, Focus Thursday, and Company-wide Rest Days.

Within 30 Days:

• Complete onboarding and attend New Employee Orientation sessions
• Become familiar with Pindrop’s key value propositions
• Market Overview: Evaluate market research to understand the industry landscape, target markets, competitors, key target partners and verticals.
• Review target market use cases to understand how to approach new prospects .
• Establish relationships with key product stakeholders inside of Pindrop
• Overview and familiarity with SFDC and tracking tools

Within 60 Days:

• Develop a comprehensive business plan for deepfake detection solutions targeting various industries.
• Identify and prioritize key verticals and partners for outreach
• Begin proactive lead generation activities and initiate conversations with key partners
• Begin scheduling partner meeting with executives at GSIs and prospective customers

Within 90 Days:

• Conduct solo intro meetings with partners and prospects
• Share business plan for 2025 inclusive of marketing and sales strategy
• Develop joint go-to-market strategies with partners to enhance market penetration
• Share new findings from prospective customer or partner engagements

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 2025 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

The base pay for this position is generally between $175,000 and $215,000. 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 an annual discretionary bonus.

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.

This position will be posted for 90 days after 3/31/2025

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