Strategic Account Executive

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.
• Generate Pipeline in Key Accounts: 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.
• 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 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.
• 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.

Who you are

What you must have

• Strategic Enterprise Sales Expert: 7+ 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.
• Pipeline Generation: Understand the critical importance of generating pipeline on a consistent basis. Skilled and have demonstrated experience generating quality pipeline in large enterprise and strategic accounts.
• Industry-Focused: 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. Understand the regulatory landscape and can position solutions credibly to technical and business stakeholders.
• Strategic Thinker: Adept at building and executing strategic account plans that drive long-term growth and customer success. Take a consultative approach to selling, focusing on solving customer problems and delivering value.
• Proficient in Sales Methodologies: Familiar with MEDDPICC or similar sales qualification frameworks, and have experience conducting gap analyses and running deal reviews for high-value opportunities.

What you should have

• Detail-Oriented and Analytical: 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: 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.
• Cross-Functional Collaborator: 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: Highly independent and able to manage multiple complex sales cycles simultaneously, with strong time management and context-switching abilities.

Compensation

• OTE Projection: $250,000–$300,000 USD (base salary plus variable incentive, assuming 100% of sales goals achieved).
• Eligible for Variable Sales Incentive Compensation.