Transcend
About Transcend
Transcend is building the privacy platform that easily embeds privacy into your entire tech stack. We are driven by the belief that engineering robust and accessible privacy rights is an essential and high‑impact way to spend our time. To achieve this, we're building an ambitious and passionate team that enjoys tackling important future‑focused problems. We're growing quickly, backed by top‑tier investors including Accel, Index, 01A, StepStone Group, and HighlandX, and we are proud to serve some of the world's most iconic brands. Learn more on our Press Page.
About The Role This is a Remote, Exempt, Full‑Time, Permanent position reporting to the Regional Director of Sales of the Company. Valid work authorization in the United States is required, as this position does not qualify for visa sponsorship. Transcend is seeking a highly skilled and strategic Enterprise Account Executive to drive new business acquisition and account growth within the enterprise segment. As an Enterprise AE, you will target key accounts, focusing on businesses that align with Transcend’s product offering, and navigate complex sales cycles across multiple stakeholders. You will be responsible for building deep relationships, developing strategic account plans, and leveraging cross‑functional teams to drive customer success. The ideal candidate has a strong understanding of industry trends, is detail‑oriented, and excels in strategic deal management.
What You’ll Do
Target and Qualify High‑Value Accounts: Identify and prioritize accounts based on market signals, historical industry trends, and prior engagement with Transcend products. Focus on accounts with a high propensity to engage and deliver significant annual contract value (ACV).
Develop Strategic Account Plans: Build in‑depth account plans for top target accounts, detailing key Transcend initiatives, organizational structures, key stakeholders, engagement strategies, use cases, and how Transcend’s solutions can drive significant business value.
Generate Pipeline in Key Accounts: Utilize emerging product capabilities, personalized messaging and proof points to break into enterprise accounts in ideal prospect accounts (e.g., financial services, healthcare). Tailor messaging and engagement strategies to align with industry‑specific use cases and pain points.
Collaborate with Cross‑Functional Teams: Work closely with Sales Development Representatives (BDRs), Sales Engineers (SEs), Product, Customer Success, and Professional Services to align efforts and ensure a seamless customer experience from initial engagement through closing and implementation.
Drive Complex Sales Cycles: Lead and manage complex enterprise sales cycles involving multiple stakeholders, business units, and departments (e.g., Engineering, Product, Marketing, and Data). Develop deep relationships within accounts to navigate organizational structures and multi‑thread opportunities.
Build Business Cases and ROI Models: Build compelling business value assessments (BVA), showcasing the ROI of Transcend’s solution, aligned with customer metrics and industry benchmarks.
Negotiate and Close Deals: Own the negotiation process, including pricing, contract terms, and commercial agreements. Drive multiple rounds of negotiations, ensuring deals align with Transcend’s pricing strategy while addressing customer objectives.
Develop and Execute Mutual Action Plans: Create mutual action plans with champions and stakeholders, detailing key activities and milestones throughout the sales cycle, including evaluation, solutioning, commercials, and implementation.
Conduct Discovery and Qualification: Perform thorough discovery at all stages of the sales cycle, surfacing pain points across buyer roles (Privacy, Marketing, Legal, Engineering, Data, Marketing). Qualify deals based on business initiatives and align project scope with customer challenges.
Maintain Accurate Forecasting: Provide consistent and accurate forecasting throughout the opportunity lifecycle, ensuring CRM records are up‑to‑date and aligned with sales methodology (e.g., MEDDPICC).
Lead Custom Demos and POCs: Partner with SEs to deliver tailored product demos and proof‑of‑concept (POC) engagements that are tightly scoped, have clear success criteria, and align with executive sponsorship.
Build and Maintain Customer Relationships: Foster long‑term relationships with key stakeholders in existing accounts to support future expansion opportunities. Act as the main point of contact, driving account growth and renewal strategies.
Who You Are
Enterprise Sales Expert: 7+ years of experience in enterprise sales, ideally in SaaS or enterprise technology, with a proven track record of consistently exceeding quota and closing complex deals in large enterprise accounts.
Pipeline Generation: Demonstrated experience generating quality pipeline on a consistent basis in large enterprise and strategic accounts.
Industry‑Focused: Deep expertise in targeted industries (e.g., retail, B2C, financial services, healthcare) and ability to align Transcend’s solutions with industry‑specific challenges and opportunities.
Strategic Thinker: Adept at building and executing strategic account plans that drive long‑term growth and customer success; consultative approach to selling, focusing on solving customer problems and delivering value.
Proficient in Sales Methodologies: Familiar with MEDDPICC or similar sales qualification frameworks, experienced conducting gap analyses and running deal reviews for high‑value opportunities.
What You Should Have
Detail‑Oriented and Analytical: Ability to synthesize complex information, such as product entitlements, usage data, and contractual terms, into strategic recommendations.
Strong Communicator and Negotiator: Skilled at building compelling business cases and delivering tailored, value‑based messaging to C‑suite executives and senior decision‑makers; effective at leading negotiations and navigating contract discussions.
Cross‑Functional Collaborator: Thrive in a cross‑functional environment, working seamlessly with Sales, Marketing, Product, SEs, and Customer Success to deliver customer‑centric solutions.
Self‑Starter with Multi‑Tasking Skills: Highly independent, able to manage multiple complex sales cycles simultaneously, with strong time‑management and context‑switching abilities.
Why Join Us
Impactful Work: Turning data privacy principles into exercisable human rights is one of the most high‑impact ways to spend our time.
Autonomy and Growth: Trust and autonomy to drive initiatives from the start; early hire opportunities to help define and grow the organization.
Dynamic Environment: Fast‑paced workplace with product evolving quickly to meet client needs and privacy law changes.
Supportive Culture: Driven, kind, balanced work‑life culture with a strong support system and teamwork.
Equal Opportunity Employment: We celebrate a diverse and inclusive workforce, consider all forms of diversity, and ensure equitable employment opportunities. We also consider all qualified applicants with arrest and conviction records as legally required.
Benefits & Perks: Competitive compensation package, comprehensive benefits program including flexible PTO, parental leave, 401(k) match, and equity.
Compensation Information
Comprehensive compensation packages play a big part in how we recognize you for the impact you bring.
Pay range represents our reasonable expectation; individual pay determined by experience, education, skillset, and geographic location.
Specific range applies to Tier 1 labor markets like SF Bay Area and New York City; may adjust based on labor market and qualifications.
For Sales Roles, If Applicable
Variable Sales Incentive Compensation: Designed to reward achievement of sales goals.
On‑Target Earnings (OTE): Compensation structured based on base salary plus variable incentive, earned based on performance and plan terms.
OTE Projection: Base salary and target incentive combined (~50/50 split) yields projected OTE within pay range for 100% of sales goals.
Seniority level Mid‑Senior level
Employment type Full‑time
Job function Sales and Business Development
Industries: Software Development
Location San Francisco, CA
Salary Range $101,000.00 – $124,000.00 (typical range for the role)
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About The Role This is a Remote, Exempt, Full‑Time, Permanent position reporting to the Regional Director of Sales of the Company. Valid work authorization in the United States is required, as this position does not qualify for visa sponsorship. Transcend is seeking a highly skilled and strategic Enterprise Account Executive to drive new business acquisition and account growth within the enterprise segment. As an Enterprise AE, you will target key accounts, focusing on businesses that align with Transcend’s product offering, and navigate complex sales cycles across multiple stakeholders. You will be responsible for building deep relationships, developing strategic account plans, and leveraging cross‑functional teams to drive customer success. The ideal candidate has a strong understanding of industry trends, is detail‑oriented, and excels in strategic deal management.
What You’ll Do
Target and Qualify High‑Value Accounts: Identify and prioritize accounts based on market signals, historical industry trends, and prior engagement with Transcend products. Focus on accounts with a high propensity to engage and deliver significant annual contract value (ACV).
Develop Strategic Account Plans: Build in‑depth account plans for top target accounts, detailing key Transcend initiatives, organizational structures, key stakeholders, engagement strategies, use cases, and how Transcend’s solutions can drive significant business value.
Generate Pipeline in Key Accounts: Utilize emerging product capabilities, personalized messaging and proof points to break into enterprise accounts in ideal prospect accounts (e.g., financial services, healthcare). Tailor messaging and engagement strategies to align with industry‑specific use cases and pain points.
Collaborate with Cross‑Functional Teams: Work closely with Sales Development Representatives (BDRs), Sales Engineers (SEs), Product, Customer Success, and Professional Services to align efforts and ensure a seamless customer experience from initial engagement through closing and implementation.
Drive Complex Sales Cycles: Lead and manage complex enterprise sales cycles involving multiple stakeholders, business units, and departments (e.g., Engineering, Product, Marketing, and Data). Develop deep relationships within accounts to navigate organizational structures and multi‑thread opportunities.
Build Business Cases and ROI Models: Build compelling business value assessments (BVA), showcasing the ROI of Transcend’s solution, aligned with customer metrics and industry benchmarks.
Negotiate and Close Deals: Own the negotiation process, including pricing, contract terms, and commercial agreements. Drive multiple rounds of negotiations, ensuring deals align with Transcend’s pricing strategy while addressing customer objectives.
Develop and Execute Mutual Action Plans: Create mutual action plans with champions and stakeholders, detailing key activities and milestones throughout the sales cycle, including evaluation, solutioning, commercials, and implementation.
Conduct Discovery and Qualification: Perform thorough discovery at all stages of the sales cycle, surfacing pain points across buyer roles (Privacy, Marketing, Legal, Engineering, Data, Marketing). Qualify deals based on business initiatives and align project scope with customer challenges.
Maintain Accurate Forecasting: Provide consistent and accurate forecasting throughout the opportunity lifecycle, ensuring CRM records are up‑to‑date and aligned with sales methodology (e.g., MEDDPICC).
Lead Custom Demos and POCs: Partner with SEs to deliver tailored product demos and proof‑of‑concept (POC) engagements that are tightly scoped, have clear success criteria, and align with executive sponsorship.
Build and Maintain Customer Relationships: Foster long‑term relationships with key stakeholders in existing accounts to support future expansion opportunities. Act as the main point of contact, driving account growth and renewal strategies.
Who You Are
Enterprise Sales Expert: 7+ years of experience in enterprise sales, ideally in SaaS or enterprise technology, with a proven track record of consistently exceeding quota and closing complex deals in large enterprise accounts.
Pipeline Generation: Demonstrated experience generating quality pipeline on a consistent basis in large enterprise and strategic accounts.
Industry‑Focused: Deep expertise in targeted industries (e.g., retail, B2C, financial services, healthcare) and ability to align Transcend’s solutions with industry‑specific challenges and opportunities.
Strategic Thinker: Adept at building and executing strategic account plans that drive long‑term growth and customer success; consultative approach to selling, focusing on solving customer problems and delivering value.
Proficient in Sales Methodologies: Familiar with MEDDPICC or similar sales qualification frameworks, experienced conducting gap analyses and running deal reviews for high‑value opportunities.
What You Should Have
Detail‑Oriented and Analytical: Ability to synthesize complex information, such as product entitlements, usage data, and contractual terms, into strategic recommendations.
Strong Communicator and Negotiator: Skilled at building compelling business cases and delivering tailored, value‑based messaging to C‑suite executives and senior decision‑makers; effective at leading negotiations and navigating contract discussions.
Cross‑Functional Collaborator: Thrive in a cross‑functional environment, working seamlessly with Sales, Marketing, Product, SEs, and Customer Success to deliver customer‑centric solutions.
Self‑Starter with Multi‑Tasking Skills: Highly independent, able to manage multiple complex sales cycles simultaneously, with strong time‑management and context‑switching abilities.
Why Join Us
Impactful Work: Turning data privacy principles into exercisable human rights is one of the most high‑impact ways to spend our time.
Autonomy and Growth: Trust and autonomy to drive initiatives from the start; early hire opportunities to help define and grow the organization.
Dynamic Environment: Fast‑paced workplace with product evolving quickly to meet client needs and privacy law changes.
Supportive Culture: Driven, kind, balanced work‑life culture with a strong support system and teamwork.
Equal Opportunity Employment: We celebrate a diverse and inclusive workforce, consider all forms of diversity, and ensure equitable employment opportunities. We also consider all qualified applicants with arrest and conviction records as legally required.
Benefits & Perks: Competitive compensation package, comprehensive benefits program including flexible PTO, parental leave, 401(k) match, and equity.
Compensation Information
Comprehensive compensation packages play a big part in how we recognize you for the impact you bring.
Pay range represents our reasonable expectation; individual pay determined by experience, education, skillset, and geographic location.
Specific range applies to Tier 1 labor markets like SF Bay Area and New York City; may adjust based on labor market and qualifications.
For Sales Roles, If Applicable
Variable Sales Incentive Compensation: Designed to reward achievement of sales goals.
On‑Target Earnings (OTE): Compensation structured based on base salary plus variable incentive, earned based on performance and plan terms.
OTE Projection: Base salary and target incentive combined (~50/50 split) yields projected OTE within pay range for 100% of sales goals.
Seniority level Mid‑Senior level
Employment type Full‑time
Job function Sales and Business Development
Industries: Software Development
Location San Francisco, CA
Salary Range $101,000.00 – $124,000.00 (typical range for the role)
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