Account Executive, Enterprise

About Transcend

Transcend is the privacy platform that makes it easy to encode privacy across your tech stack.

We believe that engineering privacy rights and making them easily accessible to the world is one of the most high-impact ways we can spend our time. That's why we're building an ambitious team that’s passionate about solving the important problems of the future and having fun while doing it. We’re backed by Accel, Index, 01A, StepStone Group, and HighlandX growing fast, and are serving some of the most iconic brands in the world.

(Even if you don't see a good fit below, we'd still love to stay in touch. Email us at recruiting@transcend.io).

About the role

Transcend is seeking a highly skilled and strategic Enterprise Account Executive (AE) 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.
• 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 e