Transcend · 3 hours ago
Account Executive, Enterprise
United States
Full-time
Remote
Senior Level
$225K/yr - $280K/yr
7+ years exp
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Responsibilities
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.
Leverage Product and Industry Expertise: Utilize emerging product capabilities and proof points to break into enterprise accounts in traditional industries (e.g., financial services, healthcare). Tailor messaging and engagement strategies to align with industry-specific use cases and pain points.
Generate Best-in-Class Messaging: Create new, highly effective messaging and engagement methods that can be shared across the AE organization. Personalize outreach across various channels, including email, LinkedIn, and cold calls, targeting key personas with relevant, impactful content.
Engage with C-Suite Executives: 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.
Collaborate with Cross-Functional Teams: Work closely with Sales Development Representatives (SDRs), 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: 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.
Negotiate and Close Deals: 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.
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.
Engage Legal and Procurement: Collaborate with Legal, Security, and Procurement teams during contract negotiations to ensure smooth execution of commercial terms and mitigate risks.
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.
Qualification
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Required
7+ years of experience in enterprise sales, ideally in SaaS or enterprise technology.
Proven track record of consistently exceeding quota and closing complex deals in large enterprise accounts.
Demonstrated experience generating quality pipeline in large enterprise and strategic accounts.
Highly detail-oriented and excel at synthesizing complex information into strategic recommendations.
Deep expertise in targeted industries (e.g., financial services, healthcare).
Skilled at building compelling business cases and delivering tailored, value-based messaging to C-suite executives and senior decision-makers.
Thrive in a cross-functional environment, working seamlessly with Sales, Marketing, Product, SEs, and Customer Success.
Adept at building and executing strategic account plans that drive long-term growth and customer success.
Highly independent and able to manage multiple complex sales cycles simultaneously.
Familiar with MEDDPICC or similar sales qualification frameworks.
Benefits
Medical, dental, and vision insurance: 80% coverage for you, and 50% coverage for all your dependents.
Voluntary disability insurance: short-term disability, long-terms disability, and life insurance.
401(k) plan with 4% matching.
Free One Medical membership sponsored by us.
Access to our EAP (Employee Assistance Program).
Take as many vacation, sick, and mental health days as you need.
13 additional company holidays, plus 4 Transcend Days Off.
Generous parental leave, caregiver, emergency, and compassionate leave policies.
A unique and diverse remote-first company culture, shaped by people with entrepreneurial mindset who build together and aim for excellence always.
$360 a month for all meals.
Flexible spending accounts for commuter costs, and healthcare expenses.
Meaningful equity.
Company retreats.
Company
Transcend
Transcend is a data privacy infrastructure for companies to give users control over their personal data.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
$68.95MKey Investors
StepStone GroupAccel
2024-05-28Series B· $40M
2020-06-10Series A· $25M
2019-04-04Seed· $3.95M
Leadership Team
Ben Brook
Co-Founder and CEO
Michael Farrell
Co-Founder and CTO
Recent News
Business Wire
2024-11-21
Business News: Pasadena Star-News
2024-11-21
GamesIndustry.biz
2024-11-15
Company data provided by crunchbase
