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Director, Business Development



Sales & Business Development
United States · Remote
Posted on Tuesday, April 23, 2024

Director, Business Development

US-Remote, Atlanta, GA Preferred

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, Pindrop is looking for an experienced Director, Business Development to lead the charge at the forefront of the sales process. The business development (BDR) team serves the crucial functions of qualifying inbound leads, prospecting through existing accounts, and generating pipeline. The BDR team is a critical element bridging the sales and marketing organizations. The Director, Business Development will lead the BDR team and be responsible for hitting overall team goals as well as overseeing sales pipeline growth.

What you’ll do

  • Coach and develop quota-carrying Business Development Representatives (BDRs) to Lead and mentor a team of Business Development Representatives (BDRs), fostering a culture of innovation, critical thinking, and continuous improvement while meeting and exceeding individual and team monthly, quarterly and annual goals
  • Develop and implement a robust process to promote thorough research and evaluation of promising leads for potential customers
  • Provide guidance and support to BDRs in identifying and prioritizing target accounts, developing tailored outreach strategies, and effectively communicating value propositions
  • Collaborate with senior management to establish strategic plans and objectives for business development initiatives, ensuring alignment with overall company goals.
  • Drive the development and execution of comprehensive business development strategies to penetrate new markets, expand customer base, and maximize revenue opportunities
  • Ensure that Marketing Qualified Leads (MQLs) are converting to opportunities and supporting sales pipeline growth
  • Identify opportunities for improvement across marketing operations and make recommendations to executive leadership for streamlining processes
  • Monitor team performance metrics, track progress against targets, and implement corrective actions as needed to ensure achievement of key objectives
  • Cultivate strong relationships with key stakeholders, including internal teams, external partners, and prospective clients, to enhance collaboration and facilitate business development efforts
  • Act as a liaison between the business development team and other departments, facilitating cross-functional collaboration and alignment of objectives.
  • Continuously evaluate and refine processes, tools, and methodologies to optimize efficiency, effectiveness, and scalability of business development operations
  • Partner with sales leadership on pipeline generation strategies/initiatives and be accountable for the quality of the opportunities handed over
  • Hold weekly one-on-one meetings with team members to evaluate progress, understand and execute their responsibilities and discuss professional development
  • Empower team members to work hard and foster a culture of inclusivity and collaboration
  • Manage & audit data integrity captured by the BDRs and on various platforms (SFDC, SalesLoft)
  • Create content and cadences for use throughout campaign lifecycles
  • Analyze market trends, competitive landscape, and customer needs to identify emerging opportunities and potential areas for growth
  • Begin building a process for creating an international BDR team and/or function to establish a “follow the sun” methodology to leads as we continue to grow.

Who you are

  • You are an excellent communicator at all levels of the organization both written and verbal including presentations and public speaking
  • You have excellent time management and organizational skills and understand the value of both
  • 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 and others 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”
  • You are self-motivated, driven for success and deliver results
  • You have exceptional communication and personal skills
  • You are a self-driven and motivated individual with a goal-setting frame of mind
  • You have desire and passion to work at an early-stage, high-growth company

Your skill-set:

  • Bachelor’s degree in business or related field, or equivalent experience required
  • 5-7 years of experience in sales or business development in a B2B environment
  • 4-5 years of experience in a sales team lead or management role
  • Ability to track and forecast sales pipeline and revenue growth
  • Leadership, management, and mentoring skills
  • Historical collaboration with marketing to evaluate and establish an inbound lead flow
  • Knowledge of product and sector
  • Research and analytical skills specific to BDR/SDR functions
  • Past experience working in a fast-paced, collaborative environment
  • Experience using Salesforce, SalesLoft, and Engagio to track sales activities

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

  • Understand our business as well as benchmark where we are vs. industry standards
  • Become familiar with Pindrop’s key value propositions
  • Market Overview
  • Become familiar with the Pindrop Sales Process

Within 60 days you’ll

  • Understand a Day in the Life of the Contact Center
  • Understand the high-level workings of Call Flows
  • Get to know your key contacts across multiple departments
  • Define new key metrics for success and share with BDR team

Within 90 days you’ll

  • Present and implement comprehensive plan to hit goal and make the team more successful
  • Begin to uncover more strategic and broad based opportunities for upleveling your business
  • Create growth plans for your team and consider career pathing for those in your group

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

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.