Strategic Account Executive, Named Accounts

Transcend Inc.

4d•$300,000 - $350,000•Remote

About The Position

Transcend is hiring a Strategic Account Executive to win and grow a defined list of Fortune 500 Named Accounts. The role owns the full sales cycle, including self-sourced pipeline generation, year-plus enterprise sales cycles, closing, and account growth after signature. It covers two buying motions within the same accounts: Transcend’s data control platform for Privacy, Legal, Marketing, and Data leaders, and Transcend Rails for CIOs, AI and platform engineering leaders, and CISOs seeking to move AI agents from pilot to production. The position is remote, exempt, full-time, and permanent, and reports to the Regional Director of Sales. It requires valid U.S. work authorization; visa sponsorship is not available. The role is responsible for developing strategic account plans, selling across business and technical buying centers, engaging partners and executives, leading complex enterprise deals and tailored demos or proofs of concept, building business cases, negotiating agreements, managing post-sale relationships, and maintaining accurate forecasts using MEDDPICC. The successful candidate will have substantial enterprise sales experience with Fortune 500 customers, a record of exceeding quota on complex deals, and experience generating pipeline independently. They should be comfortable selling technical products to business and technical stakeholders, co-selling with partners, owning accounts through adoption and expansion, and working remotely while traveling regularly to customer sites and industry events. Experience selling data governance, privacy, security, or compliance solutions is sought. Experience with enterprise AI buyers and AI-related products is particularly valued.

Requirements

10+ years of enterprise sales experience working directly with Fortune 500 customers, ideally in SaaS or enterprise infrastructure.
Consistent record of exceeding quota on complex, multi-stakeholder deals.
Track record of generating most of your own pipeline in large strategic accounts without relying on a dedicated BDR team.
Comfort selling to IT, engineering, and security stakeholders alongside business owners and keeping technical evaluations on track.
Experience working deals with cloud or data platform partners, systems integrators, or consulting firms.
Experience owning accounts after closing, including adoption, renewal, and expansion.
Strong working knowledge of MEDDPICC or a similar qualification framework, including deal reviews and gap analysis on high-value opportunities.
Ability to travel regularly to customer sites and industry events and thrive in a remote-first team.
Experience selling data governance, data privacy, data security, compliance solutions, or a similar technical product.
Ability to position a technical platform credibly to engineering and business leaders and quickly learn the regulatory landscape.
Valid work authorization in the United States; visa sponsorship is not available.

Nice To Haves

Experience selling AI infrastructure or agent platforms, such as LLM or agent development platforms, AI gateways or MCP tooling, MLOps, or AI developer tools to enterprise engineering and platform teams.
Experience selling AI governance, AI security, AI risk, GRC platforms, model risk management, or runtime controls for AI systems.
Experience selling non-human identity, access management, or data security posture solutions into agent-related use cases.
Existing relationships with CIOs, Heads of AI, VPs of Platform Engineering, or CISOs at large enterprises.
Fluency discussing how agents run in production, including MCP, tool calling, AWS Bedrock and AgentCore, Snowflake Cortex, Claude Code, or Cursor.
Exposure to policy-as-code approaches such as OPA and Rego.
Experience selling a first-of-its-kind product to early adopters and helping buyers create new budget lines.
Use of AI tools in sales workflows for account research, call preparation, and deal analysis.
Deep experience in retail and B2C, financial services, or healthcare.
Existing relationships inside Fortune 500 accounts.
Experience with Command of the Message.

Responsibilities

Source new opportunities in Named Accounts through targeted outbound across email, phone, LinkedIn, and events, supported by marketing programs.
Develop strategic account plans that map initiatives, organizational structures, budget holders, and stalled data and AI projects.
Sell Transcend’s data control platform to Privacy, Legal, Marketing, and Data leaders and Transcend Rails to CIOs, Heads of AI, platform engineering, and security leaders.
Engage technology and consulting partners early in account mapping, joint pursuit, co-selling, and implementation.
Partner with Transcend executives to engage senior customer leaders with messaging connected to AI, data, and risk priorities.
Lead complex, multi-threaded enterprise sales cycles across business units and functions, building champions, securing economic buyers, and maintaining mutual action plans.
Partner with Sales Engineers to lead tailored demos and proofs of concept with clear success criteria and executive sponsorship.
Build account-specific business cases that quantify the value of Transcend.
Own pricing, contract terms, and commercial agreements through negotiations with Legal, Security, and Procurement.
Remain the primary relationship owner after signature through onboarding, adoption, renewal, and expansion, working with implementation teams and partners.
Maintain Salesforce and accurately forecast business using MEDDPICC.