Role Description As a Solutions Engineer, you will own a portfolio of named accounts and be accountable for new ARR growth, net-new logo acquisition, and multi-year enterprise deals. - Provide technical pre-sale support to sales teams to achieve assigned sales goals. - Act as a subject matter expert for Pindrop’s expanding portfolio of solutions. - Partner with sales to generate new license revenue by creating and delivering solutions that resonate in target customer segments. - Advise organizations on improvements to their IVR, call center, and fraud operational processes with the use of Pindrop technologies. - Gain trust and influence customer buying process with technical knowledge and consultative selling skills. - Develop and deliver presentations to articulate technical concepts relevant to each specific account’s environment, such as solution scope, size, integration/API flows, and business case/ROI. - Conduct product demonstrations to customers and lead successful proof of value (POVs). - Acquire and integrate industry and market knowledge related to the competitive landscape, emerging fraud risk trends, and technologies in order to demonstrate market leadership. - Collaborate with Customer Success solution architects to build Statements of Work (SOWs) and other technical documents. - Respond to customer RFP/RFI/RFQ documents, coordinating with others across the organization as needed. - Support product launch activities and assist with trade shows, conferences, executive briefings, and technical training activities. - Cultivate and qualify new pipeline opportunities, track associated revenue to support financial forecasts and business plans. - Work closely with Account Executives to develop a territory and per-account strategy and accurately forecast technical opportunity details within Salesforce.com. Qualifications - 7+ years of sales engineering experience, including ownership and closure of deals exceeding $1M. - Demonstrated success in consultative selling for very large, complex enterprise engagements. - Exceptional presentation and communication skills with strong executive presence and confidence. - Deep technical background with extensive experience in Contact Center technology for large enterprises across Banking, Brokerage, Insurance, and Retail sectors. - Solid understanding of APIs and their role in modern enterprise architectures. - Hands-on experience with contact center solutions, including voice network design, authentication, WFM, call recording, fraud management, and enterprise speech processing. - Proven ability to thrive in fast-paced, dynamic environments and solve complex technical challenges with creativity. - Highly effective working in remote, distributed teams, fostering collaboration and alignment. - A relentless self-starter who drives toward objectives while managing multiple priorities and strict deadlines. - Fearless yet thoughtful, clear and transparent in communication, curious and inquisitive, open-minded, and persistently focused on outcomes. Benefits - Competitive compensation package, including RSUs (Restricted Stock Units) for all employees, so everyone shares in our long-term success. - Remote-first environment - giving you flexibility and autonomy in how you structure your day. - While we work flexibly, we prioritize meaningful in-person moments through regular team on-sites, company-wide events, and intentional gatherings that foster connection, collaboration, and shared success. - Unlimited Paid Time Off (PTO). - Generous health and welfare plans to choose from - including one employer-paid “employee-only” plan.

• Act as the primary, dedicated point of contact for many of Ookla’s highest valued customers • Actively develop and grow relationships across your customer’s business and technical organizations • Educate, train, and support our clients to ensure optimum utilization of our product suite • Act as the primary resolution function for any issues or questions raised by your customers • Personally troubleshoot customer-facing business and technical issues, and drive issue escalation within Ookla as needed • Engage with Director and C-Level executives in support of their business needs • Partner internally with the sales team to periodically review account health and identify opportunities for future growth within your accounts, and assist with pre-sales activities • Champion and advocate for customer requirements within Ookla (be their voice) • Participate in customer requested meetings (onsite or via phone) • Continually develop your own knowledge and application of new technologies to support and enable growth of our customers • Think strategically about business, product, and technical challenges as you help our customers take advantage of Ookla’s data products • Leverage AI tools to improve efficiency in reporting, analysis, customer communication, and internal workflows • Identify opportunities to automate repetitive tasks across customer success, technical analysis, and operational processes • Support the development of AI-assisted dashboards, summaries, insights, and executive-ready outputs • Use AI to accelerate market analysis, customer benchmarking, root-cause investigation, and trend identification • Collaborate with product, data, and engineering teams to explore AI-driven use cases that improve customer value.

• Act as the primary, dedicated point of contact for many of Ookla’s highest valued customers • Actively develop and grow relationships across your customer’s business and technical organizations • Educate, train, and support our clients to ensure optimum utilization of our product suite • Act as the primary resolution function for any issues or questions raised by your customers • Personally troubleshoot customer-facing business and technical issues, and drive issue escalation within Ookla as needed • Engage with Director and C-Level executives in support of their business needs • Partner internally with the sales team to periodically review account health and identify opportunities for future growth within your accounts, and assist with pre-sales activities • Champion and advocate for customer requirements within Ookla (be their voice) • Participate in customer requested meetings (onsite or via phone) • Continually develop your own knowledge and application of new technologies to support and enable growth of our customers • Think strategically about business, product, and technical challenges as you help our customers take advantage of Ookla’s data products • Leverage AI tools to improve efficiency in reporting, analysis, customer communication, and internal workflows • Identify opportunities to automate repetitive tasks across customer success, technical analysis, and operational processes • Support the development of AI-assisted dashboards, summaries, insights, and executive-ready outputs • Use AI to accelerate market analysis, customer benchmarking, root-cause investigation, and trend identification • Collaborate with product, data, and engineering teams to explore AI-driven use cases that improve customer value

• Collaborate with Sales Engineers and clients to define the implementation approach, architecture, and scope of work during the pre-sales cycle- ensuring what is proposed is deliverable and tied to measurable client outcomes • Author the Statement of Work; accountable for its accuracy, completeness and alignment to client business objectives • Translate client business requirements into a clear solution design that connects product capabilities to defined measurable values • Protect the business by ensuring solution designs are financially viable, operationally achievable and within established program guidelines before commitments are made to clients • Own the alignment between client business processes and product capabilities- surfacing gaps early and driving resolution before handoff to PSG • Ensure functional specifications, workflows and use cases reflect client requirements and are documented to a standard that enables PSG to execute without re-engagement • Collaborate with Sales Engineers and client stakeholders to define application configuration requirements, integration requirements and TO-BE workflows • Serve as the subject matter authority on the client's business context for PSG throughout the engagement • Partner with Project Management to protect scope, schedule, and delivery quality- identifying risks early and driving resolution proactively • Leverage Salesforce and CPQ (Configure Price Quote) to ensure solution configurations, pricing and scope are accurately reflected and maintained throughout the pre-sales and handoff process • Protect business margins and delivery feasibility by maintaining rigorous scope discipline and escalating misalignments before they become contractual or operational liabilities • Collaborate with clients to lead business process design sessions and knowledge transfer activities • Guide clients through business requirement prioritization with clarity and a defined point of view • Own scope management: identify scope creep proactively and lead client conversations to resolve it within program constraints.