Account Executive, Mid-Market (Remote)

Sales

Remote (United States)

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 driven and experienced Mid-Market Account Executive (AE) to join our sales team and drive growth within mid-market accounts. As a Mid-Market AE, you will be responsible for managing the entire sales cycle, from prospecting to closing, with a focus on building relationships and delivering value to customers in the privacy, data governance, and compliance space. The ideal candidate is highly skilled in navigating multi-stakeholder environments and thrives in fast-paced, growth-focused settings.

What you'll do

• Drive New Business Growth: Own the entire sales cycle for mid-market accounts, from prospecting to closing. Identify new business opportunities within your territory, engage with key stakeholders, and build a strong pipeline to exceed quota and revenue targets.
• Manage Mid-Market Sales Cycles: Effectively navigate multi-stakeholder sales cycles, managing decision-makers across various departments. Ensure that Transcend’s solutions are aligned with the specific needs and objectives of each mid-market account.
• Develop Account Strategies: Create and execute strategic account plans for mid-market customers, identifying key decision-makers, understanding business objectives, and positioning Transcend’s solutions as the ideal fit for privacy, data governance, and compliance challenges.
• Deliver Value-Based Selling: Present tailored solutions that address customer pain points and deliver clear ROI. Leverage product knowledge, industry expertise, and customer insights to build compelling value propositions that resonate with mid-market customers.
• Collaborate Cross-Functionally: Work closely with Sales Engineers (SEs), Customer Success, and Marketing teams to ensure seamless execution across the sales cycle. Bring the right resources to the table at the right time to support the customer journey.
• Leverage Sales Methodologies: Apply frameworks like MEDDPICC and Command of the Message (CoM) to qualify opportunities, manage pipeline, and drive deal progression. Use these methodologies to identify champions, secure executive buy-in, and ensure high win rates.
• Identify Upsell and Expansion Opportunities: Build long-term relationships within mid-market accounts by understanding their evolving needs. Identify opportunities to expand Transcend’s footprint within existing accounts through upselling and cross-selling additional products and services.
• Negotiate Contracts and Pricing: Lead contract and pricing negotiations, ensuring that deals are closed efficiently while maintaining alignment with Transcend’s pricing strategy and value framework.
• Maintain Accurate Forecasting: Ensure that all sales opportunities are accurately tracked and forecasted in CRM systems, providing clear visibility into deal progression and pipeline health. Provide regular updates to leadership on risks, opportunities, and next steps.
• Stay Informed on Industry Trends: Stay current on privacy, data governance, and compliance trends to engage in thoughtful discussions with mid-market customers. Ensure you are well-versed in industry challenges, regulations, and competitor offerings to position Transcend as a trusted advisor.

Who you are

• Experienced Mid-Market AE: You have 3+ years of experience in mid-market sales, ideally in the SaaS or enterprise software space. You have a proven track record of closing deals with mid-sized companies and exceeding revenue targets.
• Pipeline Generation: You understand the critical importance of generating pipeline on a consistent basis. You are skilled and have demonstrated experience generating quality pipeline in mid-market accounts.
• Proficient in Complex Sales Cycles: You are skilled at managing multi-stakeholder sales processes and building relationships with key decision-makers across different departments within mid-market accounts.
• Strategic and Consultative Seller: You take a consultative approach to selling, understanding the unique needs of each account and developing tailored solutions that deliver value. You are adept at building trust and becoming a strategic partner for your customers.
• Expert in Sales Methodologies: You have experience applying sales methodologies like MEDDPICC and Command of the Message (CoM) to qualify opportunities, manage pipeline, and close deals. You can effectively guide prospects through the decision-making process, building champions and securing executive buy-in.
• Strong Communicator and Negotiator: You are highly skilled in delivering clear, compelling presentations and product demos that align with customer goals. You are also a strong negotiator, able to manage pricing and contract discussions to close deals while maintaining a focus on customer value.
• Collaborative Team Player: You thrive in a cross-functional environment, working effectively with internal teams like BDRs, SEs, Marketing, and Customer Success to ensure customer success and deliver a seamless experience across the sales cycle.
• Data-Driven: You use data to inform your decisions, track your performance, and provide accurate forecasting. You are proficient in using CRM systems and other sales tools to manage your pipeline and keep leadership informed of your progress.

Why join us?

The people at Transcend are driven, kind and know how to balance work, life and memes. We learn from each other and have a strong support system. 

You’re joining a fast growing start up, with opportunities to help define and grow the organization.

We have a strong mission to protect user privacy rights everywhere. The privacy compliance landscape is growing, and we are at the forefront of building solutions that protect user privacy rights with modern infrastructure and automation.

You will have autonomy and trust to drive initiatives from the start.

We believe that turning the principles of data privacy into exercisable human rights is one of the most high-impact ways we can spend our time, and so we're building an ambitious team that’s passionate about solving important problems and having fun while doing it.

As the best-in-class solution in a new market, Transcend is a fast-paced and exciting workplace. The product evolves quickly to meet new client needs and adapts to the rapidly advancing world of privacy law. As one of Transcend’s earliest hires, you’ll get to work on a wide array of exciting projects.

Additional Information

Transcend is an equal opportunity employer that values diversity, inclusion and belonging. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, disability status, or any other characteristic protected by law. We will consider for employment all qualified applicants with arrest and conviction records in a manner consistent with applicable law.

Our comprehensive compensation packages play a big part in how we recognize you for the impact you have on our path to bringing data rights to everyone.

For this role, the estimated annual OTE salary ranges are below. The actual annual salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process.

The listed range below is a guideline, and the annual OTE salary range for this role may be modified. Transcend offers attractive health benefits, equity, and perks in addition to cash compensation.

Benefits

Taking Care of You and Yours ⭐

• 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).

Flexible PTO 🌴

• 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.

Setting You Up For Success 💳 🥐

• 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.

The pay range for this role is:

200,000 - 240,000 USD per year (Remote - United States)