Vice President, Emerging Markets & Channels

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.

We are seeking a dynamic and results-driven Vice President, Emerging Markets & Channels to lead the expansion of our deepfake detection solutions to markets outside of contact centers. You'll do this by creating and expanding our partner ecosystem with leading platforms in video conferencing and cybersecurity. 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. 

• Lead our most strategic partnerships: Build and develop deep, integrated relationships with leading platforms in video conferencing (Zoom, Microsoft, Google), cybersecurity (Okta, CrowdStrike, Palo Alto), identity, and hyperscaler ecosystems (AWS, GCP, Azure).
• Drive 0→1 business development motions: Architect and execute new go-to-market strategies for emerging product lines—building strategic alliances from the ground up in a category-defining space.
• Develop joint GTM and integration strategies: Collaborate with product, marketing, engineering, and executive leadership to co-create partner integrations and aligned commercial strategies.
• Expand the ecosystem: Identify and prioritize new opportunities across GSIs, GenAI vendors, VOIP providers, telcos, and handset manufacturers to scale Pindrop’s presence and distribution.
• Create visible, high-impact wins: Bring integrations and partnerships to market that result in keynote visibility, industry recognition, and measurable revenue contribution.
• Partner Business Plans: Develop and implement strategic business plans and joint GTM plans to achieve revenue targets and market growth objectives.
• Product Partnerships: Identify and develop product partnership opportunities with Gen AI providers, video meeting providers, VOIP phone system providers, carriers, and mobile device manufacturers. Help position Pindrop’s product integration ecosystem as the leader in this space.

• A strategic builder with a proven track record in 0→1 partnerships—you’ve helped launch and scale new product categories or go-to-market motions where no roadmap existed.
• An executive-caliber leader who thrives at the intersection of product, strategy, and revenue. You’re as comfortable in the boardroom as you are in the weeds of a joint GTM launch.
• A natural connector with a network across conferencing, cybersecurity, identity, or cloud ecosystems—and the ability to influence stakeholders at every level, including the C-suite.
• A trusted partner and cross-functional collaborator who brings people together across product, engineering, marketing, and sales to create outcomes.
• Entrepreneurial and resilient—you navigate ambiguity with optimism, learn quickly, and act with urgency.

• 10+ years of experience in business development, strategic partnerships, or alliances within cybersecurity, SaaS, infrastructure, or AI
• Experience building high-impact partnerships with major platforms such as Zoom, Microsoft, Google, Okta, CrowdStrike, or hyperscalers like AWS, Azure, or GCP
• Demonstrated success in launching deep product integrations and joint go-to-market plans that led to commercial success, visibility, or category leadership
• Understanding of sales motions that involve CISO and enterprise security buying cycles
• Strong executive presence and exceptional communication skills—capable of representing Pindrop at the highest levels, both internally and externally
• Ability to develop financial models and business cases to support strategic initiatives and partner investments
• Comfortable operating in a fast-paced, ambiguous environment where creativity and speed are essential

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, 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 within 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 meetings 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 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
• New hire and recurring monthly home office allowance
• 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 commission payments.

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.

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 60 days after 6/18/2025.

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