About the roleTranscend is hiring a
Strategic Account Executive to win and grow a defined list of Named Accounts in the Fortune 500. You will own the full deal: building your own pipeline, running year-plus enterprise cycles, closing, and growing the account after signature.
The role carries two motions inside the same accounts. Our data control platform is an established enterprise purchase for Privacy, Legal, Marketing, and Data leaders. Transcend Rails opens a second conversation with CIOs, AI and platform engineering leaders, and CISOs who need to move agents out of the pilot sandbox and into production with confidence.
The right person is comfortable in both rooms, knows when to bring each buyer in, and works with our partners from the first meeting. If you have sold AI tooling or AI governance, we want to talk to you (see Bonus points below).
This is a Remote, Exempt, Full-Time, Permanent position reporting to the Regional Director of Sales at the Company. Valid work authorization in the United States is required, as this position does not qualify for visa sponsorship.
What you'll do- Build your own pipeline: Source new opportunities in your Named Accounts through targeted outbound across email, phone, LinkedIn, and events. You own pipeline generation end to end, supported by marketing's automated outbound programs.
- Build strategic account plans: Map each account's initiatives, org structure, budget holders, and the data and AI projects that are stalled today. Turn that into a clear plan for where Transcend fits and who to engage first.
- Sell across two buying centers: Run the data control conversation with Privacy, Legal, Marketing, and Data leaders, and the Rails conversation with CIOs, Heads of AI, platform engineering, and security. Connect both to one platform and one commercial relationship.
- Bring partners in early: Work with our technology partners (cloud, data, and martech platforms) and consulting partners on account mapping, joint pursuit, and co-selling, from first meeting through implementation.
- Engage the C-suite: Partner with Transcend executives to reach senior leaders in your accounts with executive-level messaging tied to their AI, data, and risk priorities.
- Run complex, multi-threaded cycles: Lead year-plus enterprise deals across business units and functions (Privacy, Legal, Marketing, Data, Engineering, Security, AI). Build champions, secure economic buyers, and keep mutual action plans current from evaluation through implementation.
- Lead tailored demos and POCs: Partner with Sales Engineers on demos and proofs of concept that are tightly scoped, have clear success criteria, and carry executive sponsorship.
- Build business cases: Quantify the value of Transcend in each account, from revenue tied to blocked data and AI initiatives to the cost of agents that never leave pilot.
- Negotiate and close: Own pricing, contract terms, and commercial agreements through multiple rounds with Legal, Security, and Procurement.
- Own the account after signature: Stay the primary relationship owner through onboarding, adoption, renewal, and expansion, working with implementation teams and partners.
- Forecast accurately: Keep Salesforce current and forecast your business with precision using MEDDPICC.
Who you are- Strategic enterprise sales experience: 10+ years in enterprise sales working directly with Fortune 500 customers, ideally in SaaS or enterprise infrastructure, with a consistent record of exceeding quota on complex, multi-stakeholder deals.
- Self-sourced pipeline: A track record of generating most of your own pipeline in large strategic accounts, without relying on a dedicated BDR team.
- Technical buyer fluency: Comfort selling to IT, engineering, and security stakeholders alongside business owners, and keeping technical evaluations on track.
- Partner co-selling: Experience working deals alongside cloud or data platform partners, systems integrators, or consulting firms.
Full-cycle ownership: Experience owning accounts after the close, including adoption, renewal, and expansion. - Sales methodology: Strong working knowledge of MEDDPICC or a similar qualification framework, including deal reviews and gap analysis on high-value opportunities.
- Travel and remote work: Ability to travel regularly to customer sites and industry events, and to thrive in a remote-first team.
What you should have:- Data governance, privacy, or security selling: Experience selling data governance, data privacy, data security, or compliance solutions, or a similar technical product. You can position a technical platform credibly to both engineering and business leaders, and you get up to speed quickly on the regulatory landscape.
Bonus pointsWe give real weight to candidates who have sold into the enterprise AI buying center. Transcend Rails is bought by the people building, running, and securing AI agents, and experience in that room shortens the ramp considerably.
AI tooling and AI governance- Sold AI infrastructure or agent platforms: LLM or agent development platforms, AI gateways or MCP tooling, MLOps, or AI developer tools sold to enterprise engineering and platform teams.
- Sold AI governance, AI security, or AI risk: AI governance and GRC platforms, AI security, model risk management, or runtime controls for AI systems.
- Sold identity or security into the agent conversation: Non-human identity, access management, or data security posture. You can explain the difference between who an agent is, where it can go, and what it is allowed to do.
- Relationships with AI and security leaders: Existing relationships with CIOs, Heads of AI, VPs of Platform Engineering, or CISOs at large enterprises.
- Fluency in how agents run in production: You can hold a credible conversation with engineers about MCP, tool calling, and platforms like AWS Bedrock and AgentCore, Snowflake Cortex, Claude Code, or Cursor.
- Policy-as-code familiarity: Exposure to policy-as-code approaches such as OPA and Rego.
- New-category selling: You have sold a first-of-its-kind product to early adopters and helped a buyer create a budget line that didn't exist yet.
- AI in your own workflow: You use AI tools in your own sales process for account research, call prep, and deal analysis.
Other strengths we value- Deep experience in retail and B2C, financial services, or healthcare.
- Existing relationships inside Fortune 500 accounts.
- Experience with Command of the Message.
Compensation Information- Our compensation packages are designed to recognize the impact you have on our mission of bringing data rights to everyone.
- The pay ranges below reflect our good-faith estimate for this role. Individual pay depends on factors including experience, skills, education, and geographic location.
- These ranges apply to Tier 1 labor markets such as the SF Bay Area and New York City. Ranges in other locations may differ based on the local labor market and the qualifications assessed during the interview process.
- This role is also eligible for equity, health/dental/vision coverage, 401(k), PTO, and more. Learn more about our offerings here.
USA Base Pay Range
$150,000-$175,000 USD
On-Target Earnings ("OTE") Projection for Sales roles: Transcend's Sales Incentive Plan is designed to reward achievement of sales goals. When base salary and target incentive are combined, the projected OTE for this role is listed as the pay range below, assuming achievement of 100% of Sales goals.
On-Target Earnings (OTE) Range
$300,000-$350,000 USD
