Strategic Account Executive, Named Accounts - Transcend

About the Role

Transcend 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.

This is a Remote, Exempt, Full-Time, Permanent position reporting to the Regional Director of Sales. 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. 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 stalled data and AI projects to formulate a clear plan for engagement.
• Sell across two buying centers: Run the data control conversation with Privacy, Legal, Marketing, and Data leaders, alongside the Rails conversation with CIOs, Heads of AI, platform engineering, and security.
• Bring partners in early: Work with technology partners (cloud, data, and martech platforms) and consulting partners on account mapping, joint pursuit, and co-selling.
• Engage the C-suite: Partner with Transcend executives to reach senior leaders with executive-level messaging tied to their AI, data, and risk priorities.
• Run complex, multi-threaded cycles: Lead year-plus enterprise deals across multiple business units and functions. Build champions, secure economic buyers, and maintain mutual action plans from evaluation through implementation.
• Lead tailored demos and POCs: Partner with Sales Engineers on tightly scoped proofs of concept with clear success criteria and executive sponsorship.
• Build business cases: Quantify the value of Transcend in each account, from revenue tied to blocked data initiatives to the cost of stalled AI agents.
• Negotiate and close: Own pricing, contract terms, and commercial agreements through multiple rounds with Legal, Security, and Procurement.
• Own the account after signature: Maintain the primary relationship through onboarding, adoption, renewal, and expansion.
• Forecast accurately: Keep Salesforce up to date and forecast 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: Demonstrated track record of generating most of your own pipeline in strategic enterprise accounts.
• Technical buyer fluency: Comfort selling to IT, engineering, and security stakeholders alongside business owners.
• Partner co-selling: Experience working deals alongside cloud/data platform partners, systems integrators, or consulting firms.
• Full-cycle ownership: Proven experience managing accounts post-close, including adoption, renewal, and expansion.
• Sales methodology: Strong working knowledge of MEDDPICC or a similar qualification framework.
• Travel and remote work: Ability to travel regularly to customer sites and industry events, and thrive in a remote-first team.
• Domain experience: Experience selling data governance, data privacy, data security, or compliance solutions, with the ability to ramp up quickly on regulatory landscapes.

Bonus Points

• AI infrastructure or agent platforms: Experience selling LLM/agent platforms, AI gateways, MCP tooling, MLOps, or developer tools.
• AI governance & risk: Background selling AI governance, GRC platforms, AI security, model risk management, or runtime controls.
• Identity & security: Experience selling non-human identity, access management, or data security posture for AI agents.
• Enterprise relationships: Existing relationships with CIOs, Heads of AI, VPs of Platform Engineering, or CISOs in Fortune 500 accounts.
• Production agent fluency: Conversant in MCP, tool calling, and platforms like AWS Bedrock, AgentCore, Snowflake Cortex, Claude Code, or Cursor.
• Policy-as-code: Exposure to policy-as-code approaches such as OPA and Rego.
• Methodologies: Experience with Command of the Message.

Compensation & Benefits

• Base Salary Range: $150,000 — $175,000 USD (Base pay estimate for Tier 1 labor markets)
• On-Target Earnings (OTE): $300,000 — $350,000 USD
• Competitive equity package
• Comprehensive medical, dental, and vision insurance
• 401(k) program with company match
• Flexible PTO and paid parental leave
• Co-working space stipend and monthly meal allowances
• Company off-sites and annual retreats