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Transcend · 1 month ago

Regional Director of Sales, Enterprise Accounts

United States

Full-time

Remote

Lead/Staff, Director/Executive

$325K/yr - $375K/yr

5+ years exp

Transcend is a privacy platform focused on making privacy rights accessible worldwide. The company is seeking a highly experienced Regional Director of Sales to lead and scale their Enterprise Account Executive team, driving high-value deals and optimizing team performance.

Cloud InfrastructureCompliancePrivacy

No H1B

Responsibilities

Lead and Develop a High-Performing Enterprise Sales Team: Manage a team of Enterprise AEs, providing strategic direction, coaching, and mentoring to help them achieve and exceed sales targets. Focus on building a high-performing team culture that emphasizes collaboration, accountability, and consistent execution

Navigate Complex and Ambiguous Sales Environments: Guide your team through complex sales cycles, helping them manage multi-stakeholder environments and unexpected challenges. Use your experience to provide clarity and strategic solutions, ensuring the team stays aligned with business goals and adapts to evolving customer needs

Direct Strategic Priorities and Roadmaps: Work closely with senior leadership to set and communicate the strategic direction for the team. Ensure your team’s efforts align with broader organizational objectives, focusing on long-term revenue growth and customer satisfaction

Optimize and Scale Team Performance: Identify opportunities to improve processes, tools, and systems that support your team’s efficiency and success. Implement scalable solutions that enhance team productivity, address bottlenecks, and resolve systemic issues that impact performance

Create and Execute Account Plans: Lead the team in building detailed account plans for top enterprise customers. These plans should include organizational mapping, key stakeholder identification, customer initiatives, and strategies to drive long-term value for Transcend and the customer

Drive Enterprise-Level Engagement: Lead by example in engaging with senior executives (C-suite) at key enterprise accounts. Help your team develop relationships with decision-makers, and assist in navigating the complexities of enterprise-level sales cycles to drive business outcomes

Manage Sales Pipeline and Forecasting: Ensure consistent and accurate forecasting of sales pipeline and revenue attainment. Leverage sales methodologies such as MEDDPICC and Command of the Message (CoM) to ensure deals are well-qualified and progressing through the pipeline

Collaborate Across Functions: Build and maintain strong relationships with cross-functional teams, including Product, Marketing, Customer Success, and Legal. Ensure smooth coordination on large, complex deals, and bring in necessary stakeholders at the appropriate stages of the sales cycle

Lead Deal Reviews and Risk Mitigation: Conduct regular deal reviews to identify gaps and risks in large, strategic opportunities. Coach AEs on deal progression, focusing on building champions, securing executive buy-in, and overcoming barriers to closing

Foster a Collaborative and Results-Driven Culture: Encourage open communication, feedback, and collaboration within your team and across departments. Proactively seek input from peers, direct reports, and senior leadership to continuously improve team performance and customer outcomes

Coach to MEDDPICC and Sales Excellence: Ensure your team is proficient in the MEDDPICC framework and Command of the Message to drive consistent deal progression and maximize value. Provide regular training and feedback on how to qualify deals effectively, secure executive sponsors, and build compelling mutual action plans (MAPs)

Drive Operational Cadence and Execution: Maintain a structured operational cadence that optimizes for both current-quarter revenue goals and long-term pipeline development. Hold AEs accountable for consistent pipeline generation (PG) and deal progression, ensuring alignment with Transcend’s overall sales strategy

Qualification

Enterprise Sales ManagementStrategic Account PlanningSales MethodologiesPipeline ManagementCross-Functional CollaborationData-Driven Decision MakingPerformance OptimizationLeadershipNegotiationCommunication