Who We Are Pindrop is the Real Human + Right Human® Identity Trust Platform for the AI era. As AI-driven fraud and deepfakes erode trust in digital communication, Pindrop delivers continuous identity verification and deepfake detection across voice, video, and digital interactions in real time. Enterprises rely on Pindrop to secure billions of high-risk customer interactions each year, including top U.S. banks, as well as leading insurers and healthcare providers. Powered by models trained on more than 1.5 billion real-world interactions annually and protected by 300+ patents, Pindrop restores trust while reducing fraud, lowering operational costs, and improving customer experience. Recognized by TIME as one of 2025’s Best Inventions and by Inc. for Best in Business for Innovation, Pindrop is backed by leading investors including Andreessen Horowitz, IVP, and CapitalG. Solutions Engineer US Remote What you’ll do - Lead the technical sales cycle in partnership with Account Executives, owning technical discovery, solution alignment, and demonstration strategy to drive technical wins across complex enterprise opportunities. - Drive deep discovery engagements with prospects to uncover root business challenges, fraud risks, success criteria, and technical requirements, and translate those insights into tailored demonstrations that connect technical capabilities to measurable business outcomes. - Design and deliver compelling, story-driven product demonstrations that align to industry-specific challenges (e.g., fraud prevention, contact center optimization, authentication) and clearly differentiate Pindrop’s value. - Act as a trusted technical advisor to customers, guiding them through problem definition, solution design, and decision-making using a consultative, hypothesis-driven approach. - Lead proof-of-value (POV) engagements that validate technical fit, quantify business impact, and align with customer-defined success criteria. - Translate technical capabilities into clear business outcomes, building ROI-driven narratives that articulate value across fraud reduction, operational efficiency, and customer experience. - Engage and influence cross-functional stakeholders, including fraud leaders, contact center operations, IT, security, and executive sponsors, to align technical solutions with strategic business priorities. - Partner closely with Professional Services and Customer Success to ensure a seamless transition from pre-sales validation to implementation, including contributing to Statements of Work (SOWs) and technical documentation. - Develop and deliver technical presentations that clearly communicate solution architecture, integration approaches (including APIs), and deployment considerations within complex enterprise environments. - Maintain deep expertise in Pindrop’s solutions and the broader market landscape, including emerging fraud trends, competitive positioning, and contact center technologies. - Collaborate with Account Executives on account strategy and deal execution, contributing to qualification, technical win criteria, and accurate forecasting of opportunities within Salesforce. - Support and lead responses to RFP/RFI/RFQ and security questionnaires, clearly articulating differentiated technical value and coordinating with cross-functional teams (e.g., product, security, legal) to deliver accurate and compelling submissions. - Represent Pindrop externally through customer meetings, executive briefings, conferences, and industry events, reinforcing thought leadership in fraud prevention and identity security. Who you are - You build and maintain trust with internal and external stakeholders and understand when to lead from the front versus support from behind the scenes. - You are tenacious and resourceful; you challenge the status quo with a “why not?” mindset grounded in curiosity and determination. - You are passionate about working in an early-stage, high-growth environment and bring a strong growth mindset to your work. - You combine strong business and technical acumen and can clearly articulate solution value propositions to both technical and non-technical audiences. - You are strategic by nature and remain resilient in the face of challenges, change, and ambiguity. - You maintain an optimistic, solutions-oriented outlook and focus on turning problems into opportunities while being innovative and proactive in uncovering and implementing new approaches that drive measurable results. - You take ownership, follow through on commitments, and consistently under-promise and over-deliver. - You are nimble and adaptable as priorities evolve while maintaining a clear view of long-term objectives. - Nice to Have: Experience in healthcare or healthcare contact center environments, including familiarity with regulatory considerations (e.g., HIPAA) and patient engagement workflows. Your skill-set - 7+ years of sales engineering experience, including successfully supporting and influencing $1M+ deals. - Proven track record of consultative selling in very large, complex enterprise engagements. - Excellent presentation and communication skills, with strong executive presence and confidence. - Deep technical background with specific experience in contact center technologies in large enterprises across banking, brokerage, insurance, and retail sectors. - Strong understanding of APIs and integration patterns. - Experience with contact center solutions, including voice network design, authentication, workforce management (WFM), call recording, fraud management, and enterprise speech processing solutions. - Demonstrated ability to thrive in a fast-paced, dynamic environment and creatively solve complex technical challenges. - Proven success working on remote teams and fostering a highly collaborative environment. - A self-starter mindset with the ability to drive toward objectives while managing multiple competing priorities and deadlines. - Fearless yet thoughtful communicator; clear, transparent, curious, open-minded, and persistent. What’s in it for you As a Pindropper, you will join a rapidly growing company committed to making technology more human through the power of voice. You will work alongside talented, mission-driven colleagues who are passionate about excellence and also value the journey. We foster connection and balance with chess and poker tournaments, catered lunches and happy hours, wellness programming, and more. Because we take our work seriously, we also prioritize rest with Unlimited PTO. What we offer As part of Pindrop, you will have a direct impact on our growing portfolio of products and on the future of security in the voice-driven economy. We hire great people and take care of them. Here is a snapshot of what we offer: - Competitive compensation, including equity for all employees - Unlimited Paid Time Off (PTO) - Generous health and welfare plans, 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, and foster parents - One year of diaper delivery for your newest family addition – our way of welcoming new Pindroplets - Identity protection through Norton LifeLock - Recurring monthly phone and internet allowance - One-time home office allowance - Remote-first environment with meaningful flexibility in your day - Company holidays - Annual professional development and learning benefit - Your choice of Apple MacBook Pro - Retirement plan with competitive 401(k) match - Wellness Program including Employee Assistance Program and 24/7 telemedicine Compensation: The base pay for this position is generally between $140,000 and $150,000. The actual compensation offered will carefully consider a wide range of factors, including your skills, qualifications, and experience. This role is also eligible for additional compensation such as an annual bonus or commission. Not sure if this is you? We are building a diverse, global team with a broad range of experiences and perspectives. If this role excites you but you are not sure you meet every qualification, we encourage you to apply. We carefully review every application and will either move forward with you, consider you for another team, keep in touch for future opportunities, or thank you for your time. AI - A Transformative Force At Pindrop, we view artificial intelligence as a transformative force that, when harnessed responsibly, can unlock unprecedented value for our customers, partners and society and enable and empower us to continue to deliver cutting-edge technology to combat fraud and unblur the lines between what it means to be human versus machine. Pindrop may use AI tools to help prioritize job applications for human review. The AI tool may analyze your work experience and skills to assess fit for the role, but does not consider your name or contact details. Applications with the strongest match to job requirements are prioritized for human review; not all applications may be individually reviewed. 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. 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. US Base Pay Range $140,000—$150,000 USD 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. AI - A Transformative Force At Pindrop, we view artificial intelligence as a transformative force that, when harnessed responsibly, can unlock unprecedented value for our customers, partners and society and enable and empower us to continue to deliver cutting-edge technology to combat fraud and unblur the lines between what it means to be human versus machine. Pindrop may use AI tools to help prioritize job applications for human review. The AI tool may analyze your work experience and skills to assess fit for the role, but does not consider your name or contact details. Applications with the strongest match to job requirements are prioritized for human review; not all applications may be individually reviewed. 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.

Snowflake is about empowering enterprises to achieve their full potential — and people too. With a culture that’s all in on impact, innovation, and collaboration, Snowflake is the sweet spot for building big, moving fast, and taking technology — and careers — to the next level. We are looking for a Senior Solution Engineer who is accustomed to solving customer’s most complex problems and closing large deals. In this role you will work directly with the sales team and channel partners to understand the needs of our customers, strategize on how to navigate winning sales cycles, provide compelling value-based demonstrations, support enterprise Proof of Concepts, and ultimately close business. Field related context As a Snowflake Solution Engineer you must share our passion about reinventing the database space, thrive in a dynamic environment and have the flexibility and willingness to jump in and get things done. You are equally comfortable in both a business and technical context, interacting with executives and talking shop with technical audiences. IN THIS ROLE YOU WILL GET TO: - Present Snowflake technology and vision to executives and technical contributors at prospects and customers - Work hands-on with prospects and customers to demonstrate and communicate the value of Snowflake technology throughout the sales cycle, from demo to proof of concept to design and implementation - Immerse yourself in the ever-evolving industry, maintaining a deep understanding of competitive and complementary technologies and vendors and how to position Snowflake in relation to them. - Collaborate with Product Management, Engineering, and Marketing to continuously improve Snowflake’s products and marketing ON DAY ONE WE WILL EXPECT YOU TO HAVE: - 7-8 years of industry experience with a minimum of 5 years within a pre-sales environment - Outstanding presenting skills to both technical and executive audiences, whether impromptu on a whiteboard or using presentations and demos. - 5+ years of experience building and deploying machine learning and generative AI solutions in the cloud. - Broad range of experience within large-scale Database and/or Data Warehouse technology, ETL, analytics and cloud technologies. For example, Data Lake, Data Mesh, Data Fabric - Hands-on expertise with SQL,SQL analytics, and Python. - Ability to connect a customer’s specific business problems and Snowflake’s solutions - Ability to do deep discovery of customer’s architecture framework and connect those with Snowflake Data Architecture. - Possesses a proactive curiosity for the AI landscape, striving to be a visionary and technical thought partner for customers navigating the space. - A proven ability to leverage AI code generation tools to accelerate productivity and efficiency. - University degree in computer science, engineering, mathematics or related fields, or equivalent experience preferred. Masters in DataScience or Business Administration is a plus. - Experience with GSIs (EY, Deloitte, Accenture, etc), would be beneficial, but not required - Expect approximately 30% travel About Our Team: Our Solution Engineers are customer obsessed and we believe in the value we can add and stay honest about it. We love to learn, are open to giving and receiving feedback and are passionate about making our clients successful. Our team works to ensure data is accessible, usable and valuable to everyone. About Snowflake: Snowflake is growing fast and we’re scaling our team to help enable and accelerate our growth. We’re passionate about our people, our customers, our values and our culture! We’re also looking for people with a growth mindset and the pragmatic insight to solve for today while building for the future. And as a Snowflake employee, you will be accountable for supporting and enabling diversity and belonging. Snowflake started with a clear vision: make modern data warehousing effective, affordable, and accessible to all data users. Because traditional on-premises and cloud solutions struggle with this, Snowflake developed an innovative product with a new built-for-the-cloud architecture that combines the power of data warehousing, the flexibility of big data platforms, and the elasticity of the cloud at a fraction of the cost of traditional solutions. Snowflake is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, gender identity or expression, marital status, national origin, disability, protected veteran status, race, religion, pregnancy, sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake. How do you want to make your impact? For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com To comply with pay transparency requirements and other statutes, you can notify us if you believe that a job posting is not compliant by completing this form.

• Providing logical solution architecture for applications, integrations, and components to successfully deliver projects and meet business goals under limited direction. • Designing solutions across a broad and diverse application landscape based on defined business requirements. • Providing technical oversight for projects, including reviewing development team designs and coordinating across technical teams. • Partnering with business and delivery stakeholders to understand and translate business requirements into technical solutions. • Ensuring adherence to CNO architecture standards and best practices. • Collaborating frequently with IT disciplines including analysts, developers, testers, and project managers to ensure successful project delivery. • Developing high-level estimates for complex initiatives, including those with incomplete or evolving requirements. • Prototyping and evaluating new technologies to inform architectural decisions. • Producing high-quality architecture designs and supporting documentation. • Performing additional duties as assigned.

• Serve as a trusted authority on DDN's solution portfolio, driving both product quality and customer success from initial build through to production deployment. • Hands-on design, assembly, and configuration of hardware and software solution stacks incorporating DDN products alongside third-party ecosystem components. • Work directly with partner organisations and customers to qualify DDN solutions across a broad range of hardware platforms, operating environments, and application frameworks — building a comprehensive qualification matrix ahead of GA and on an ongoing basis. • Personally design and execute performance test suites across multiple protocols including S3, file, and SQL/database workloads — owning the full workflow from testbed construction to results analysis. • Produce detailed competitive benchmarking reports that clearly articulate DDN's performance advantages over competing products, and file engineering tickets where performance gaps need to be closed. • Engage with public benchmarking bodies such as SPEC, STAC, and IO500, building and tuning configurations specifically aimed at achieving top-tier published results. • Serve as the primary technical point of contact for high-priority customers, getting hands-on from initial deployment through to system stabilisation. • Proactively diagnose and resolve system-level issues spanning storage, networking, compute, and application layers — going beyond storage when necessary to unblock customers. • Conduct thorough root cause analyses using diagnostic tooling, log evaluation, and DDN's analytics platforms, escalating bugs to engineering with clear, reproducible documentation.