Senior Director of Market Expansion

What you’ll do
Drive market expansion: Identify, prioritize, and develop new markets, verticals, use cases, and customer segments where Pindrop's technology can create meaningful value and revenue growth.
Generate new revenue: Own opportunities from prospecting and qualification as well as working as an overlay with existing sales teams through solution validation, business case development, negotiation, contracting, and close.
Build qualified pipeline: Proactively develop new customer and partner opportunities while collaborating with BDR, Marketing, and other demand-generation resources.
Develop strategic relationships: Build trusted relationships with enterprise executives, customers, partners, and ecosystem leaders and influence stakeholders at every level, including the C-suite.
Expand the ecosystem: Identify opportunities across cybersecurity, identity, cloud, video conferencing, GenAI, GSIs, VOIP providers, telecommunications providers, and other strategic platforms and channels.
Create joint GTM strategies: Partner with Product, Engineering, Marketing, Sales, and executive leadership to develop integrations, joint solutions, partner business plans, and aligned commercial strategies.
Lead complex enterprise sales cycles: Utilize solution-selling and ROI-driven methodologies to position Pindrop's fraud, authentication, and deepfake detection capabilities with executive buyers.
Develop compelling business cases: Quantify customer and partner value, construct financial models and ROI analyses, and translate technical capabilities into clear business outcomes.
Lead solution validation: Work with Sales Engineering and analytical teams to oversee proof of concepts, develop results presentations, and demonstrate Pindrop solutions to customers and partners.
Create visible market wins: Bring new customers, integrations, partnerships, and use cases to market that generate measurable revenue, market credibility, and industry visibility.
Develop market intelligence: Maintain a strong understanding of competitive dynamics, emerging fraud and deepfake trends, AI technologies, customer needs, and ecosystem developments.
Build repeatable growth strategies: Turn early market successes into scalable sales, partnership, and go-to-market motions.
Maintain operational discipline: Develop territory and market plans, accurately forecast opportunities, and maintain disciplined reporting of pipeline and activity in Salesforce.
Represent Pindrop externally: Serve as a credible representative of Pindrop with customers, partners, executives, and industry stakeholders.

Who you are
You are a strategic builder who thrives in 0-to-1 environments and enjoys turning market opportunities into scalable businesses.
You combine the commercial discipline of an enterprise seller with the creativity and relationship-building capabilities of a business development leader.
You are comfortable operating at the intersection of product, strategy, partnerships, and revenue.
You are an exceptional communicator with strong executive presence and the ability to influence senior stakeholders.
You are naturally curious and can quickly understand new industries, customer problems, technologies, and business models.
You are entrepreneurial, resourceful, and comfortable creating a path forward when no established roadmap exists.
You are resilient in the face of challenges, change, and ambiguity and act with optimism and urgency.
You take accountability, follow through on commitments, and consistently focus on measurable outcomes.
You are a trusted cross-functional collaborator who can bring Product, Engineering, Marketing, Sales, partners, and customers together around a shared opportunity.
You can move seamlessly between high-level market strategy and the detailed execution required to win a customer or launch a partnership.

Your skill-set
12+ years of experience across strategic enterprise sales, business development, strategic partnerships, alliances, or market development within cybersecurity, SaaS, infrastructure, AI, or related technology markets.
Proven success generating revenue and building new business in complex enterprise environments.
Demonstrated experience developing new markets, use cases, customer segments, or go-to-market motions.
Track record of managing complex enterprise sales cycles involving executive buyers and multiple stakeholders.
Experience selling complex technology solutions and articulating technical capabilities in terms of business value and ROI.
Demonstrated ability to self-prospect, create qualified pipeline, and develop opportunities from initial identification through commercial close.
Experience developing strategic partnerships, product integrations, channels, or joint go-to-market programs.
Ability to build relationships and influence executives across customers, partners, and internal organizations.
Experience working cross-functionally with Product, Engineering, Marketing, Sales, Sales Engineering, and executive leadership.
Strong understanding of enterprise security buying cycles and experience engaging CISO and other executive stakeholders.
Strong technology acumen, ideally including familiarity with cybersecurity, identity, AI, voice, video, fraud prevention, or authentication technologies.
Strong negotiation and complex contract-management capabilities.
Ability to develop financial models, ROI analyses, and business cases supporting customer purchases and strategic investments.
Strong analytical, organizational, forecasting, and opportunity-management skills.
Ability to operate effectively in a fast-paced, ambiguous environment where creativity, adaptability, and execution are essential.