Transcend · 1 month ago
Strategic Account Executive, Named Accounts
United States
Full-time
Remote
Senior Level, Lead/Staff
$300K/yr - $350K/yr
10+ years expTranscend is building a privacy platform and is seeking a highly skilled Strategic Account Executive to drive new business acquisition and account growth within Named Accounts. The role involves targeting key accounts, developing strategic account plans, and managing complex sales cycles while collaborating with cross-functional teams to ensure customer success.
Cloud InfrastructureCompliancePrivacy
No H1B
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
Required
10+ years of experience in enterprise sales working directly with F500 customers, ideally in SaaS or enterprise technology
Proven track record of consistently exceeding quota and closing complex deals in large enterprise and strategic accounts
Skilled and demonstrated experience generating quality pipeline in large enterprise and strategic accounts
Deep expertise in targeted industries (e.g., financial services, healthcare), and understand how to align Transcend's solutions with industry-specific challenges and opportunities
Adept at building and executing strategic account plans that drive long-term growth and customer success
Familiar with MEDDPICC or similar sales qualification frameworks
Experience conducting gap analyses and running deal reviews for high-value opportunities
Highly detail-oriented and excel at synthesizing complex information into strategic recommendations
Skilled at building compelling business cases and delivering tailored, value-based messaging to C-suite executives and senior decision-makers
Excel at leading negotiations and navigating contract discussions
Thrive in a cross-functional environment, working seamlessly with Sales, Marketing, Product, SEs, and Customer Success
Highly independent and able to manage multiple complex sales cycles simultaneously, with strong time management and context-switching abilities
Preferred
Detail-Oriented and Analytical
Strong Communicator and Negotiator
Cross-Functional Collaborator
Self-Starter with Multi-Tasking Skills
Benefits
Flexible PTO
Parental leave
A 401(k) match
Employee equity
Company
Transcend
Transcend is the privacy infrastructure company that unleashes growth for the world’s greatest brands.
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, CEO @ Transcend
Michael Farrell
Co-Founder and CTO
Recent News
Computer Weekly
2025-11-27
2025-11-20
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