Note: The job is a remote job and is open to candidates in USA. Transcend is the autonomous data decision platform powering the world's most trusted brands. They are seeking a Strategic Account Executive to drive new business acquisition and account growth within Strategic Accounts, focusing on building relationships and navigating complex sales cycles.
Responsibilities
- Identify and prioritize accounts based on market signals, historical industry trends, and prior engagement with Transcend products
- 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
- 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
- Work with Transcend executives to break into the C-suite of target accounts, crafting executive-level messaging and managing outreach to establish relationships with senior leaders
- Work closely with Enterprise Inside Reps (EIRs), Sales Engineers (SEs), Product, Customer Success, and Professional Services to align efforts and build pipeline while ensuring a seamless customer experience from initial engagement through closing and implementation
- 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
- Collaborate with the Value Engineering team to build compelling business value assessments (BVA), showcasing the ROI of Transcend’s solution, aligned with customer metrics and industry benchmarks
- Own the negotiation process, including pricing, contract terms, and commercial agreements. Drive multiple rounds of negotiations, ensuring that deals align with Transcend’s pricing strategy while addressing customer objectives
- Create mutual action plans with champions and stakeholders, detailing key activities and milestones throughout the sales cycle, including evaluation, solutioning, commercials, and implementation
- 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
- Provide consistent and accurate forecasting throughout the opportunity lifecycle, ensuring CRM records are up-to-date and aligned with sales methodology (e.g., MEDDPICC)
- 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
- Collaborate with Legal, Security, and Procurement teams during contract negotiations to ensure smooth execution of commercial terms and mitigate risks
Skills
- Strategic Enterprise Sales Expert: You bring 7+ years of experience in enterprise sales working directly with F500 customers, ideally in SaaS or enterprise technology. You have a proven track record of consistently exceeding quota and closing complex deals in large enterprise and strategic accounts
- Pipeline Generation: You understand the critical importance of generating pipeline on a consistent basis. You are skilled and have demonstrated experience generating quality pipeline in large enterprise and strategic account
- Industry-Focused: You have deep expertise in targeted industries (e.g., retail, B2C, financial services, healthcare), and understand how to align Transcend's solutions with industry-specific challenges and opportunities
- Domain Expertise: Direct experience selling solutions in data governance, data privacy, or data compliance. You understand the regulatory landscape and can position solutions credibly to technical and business stakeholders
- Strategic Thinker: You are adept at building and executing strategic account plans that drive long-term growth and customer success. You take a consultative approach to selling, focusing on solving customer problems and delivering value
- Proficient in Sales Methodologies: You are familiar with MEDDPICC or similar sales qualification frameworks, and have experience conducting gap analyses and running deal reviews for high-value opportunities
- Detail-Oriented and Analytical: You are highly detail-oriented and excel at synthesizing complex information, such as product entitlements, usage data, and contractual terms, into strategic recommendations
- Strong Communicator and Negotiator: You are skilled at building compelling business cases and delivering tailored, value-based messaging to C-suite executives and senior decision-makers. You excel at leading negotiations and navigating contract discussions
- Cross-Functional Collaborator: You thrive in a cross-functional environment, working seamlessly with Sales, Marketing, Product, Sales Engineers, and Customer Success to deliver customer-centric solutions
- Self-Starter with Multi-Tasking Skills: You are highly independent and able to manage multiple complex sales cycles simultaneously, with strong time management and context-switching abilities
Benefits
- Variable Sales Incentive Compensation (for Sales roles): Transcend’s Sales Incentive Plan is designed to reward achievement of sales goals.
- On-Target Earnings (“OTE”): Compensation is structured based on an employee’s base salary plus a variable incentive. Incentives are earned based on performance and subject to plan terms.
- OTE Projection: When base salary and target incentive are combined, the projected OTE for this role is listed as the pay range below, assuming achievement of 100% of Sales goals.
- Flexible PTO
- Parental leave
- A 401(k) match
- Comprehensive medical, dental, and vision coverage
- Competitive compensation packages that include employee equity
- Remote-first by design: We believe great work can happen from anywhere. Transcend is a fully remote company built around flexibility, trust, and collaboration, with team members across geographies and time zones.
- Metro hub meetups
- Team off-sites
- Annual company retreats
- Co-working and monthly meal stipends
- Through the year, Transcend employees participate in volunteer opportunities, educational programming, and initiatives focused on wellbeing, inclusion, and social impact.
Company Overview