Regional Director of Sales, Strategic Accounts

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.

This position does not qualify for visa sponsorship. Candidates must possess valid work authorization in the United States without requiring sponsorship.

(Even if you don't see a good fit below, we'd still love to stay in touch. Email us at ).

About the role

Transcend is seeking a highly experienced and strategic Sales Manager to lead and scale our Strategic Account Executive (AE) team. This role is critical in driving high-value deals, optimizing team performance, and navigating complex sales cycles. The ideal candidate will have a deep understanding of enterprise-level sales, demonstrate strong leadership in uncertain situations, and focus on long-term customer and business growth.

What you'll do

• Lead and Develop a High-Performing Sales Team: Manage a team of Strategic AEs, providing strategic direction, coaching, and mentoring to help them achieve and exceed sales targets. Focus on building a high-performing team culture that emphasizes collaboration, accountability, and consistent execution.
• Navigate Complex and Ambiguous Sales Environments: Guide your team through complex sales cycles, helping them manage multi-stakeholder environments and unexpected challenges. Use your experience to provide clarity and strategic solutions, ensuring the team stays aligned with business goals and adapts to evolving customer needs.
• Direct Strategic Priorities and Roadmaps: Work closely with senior leadership to set and communicate the strategic direction for the team. Ensure your team's efforts align with broader organizational objectives, focusing on long-term revenue growth and customer satisfaction.
• Optimize and Scale Team Performance: Identify opportunities to improve processes, tools, and systems that support your team's efficiency and success. Implement scalable solutions that enhance team productivity, address bottlenecks, and resolve systemic issues that impact performance.
• Create and Execute Account Plans: Lead the team in building detailed account plans for top enterprise customers. These plans should include organizational mapping, key stakeholder identification, customer initiatives, and strategies to drive long-term value for Transcend and the customer.
• Drive Enterprise-Level Engagement: Lead by example in engaging with senior executives (C-suite) at key enterprise accounts. Help your team develop relationships with decision-makers, and assist in navigating the complexities of enterprise-level sales cycles to drive business outcomes.
• Manage Sales Pipeline and Forecasting: Ensure consistent and accurate forecasting of sales pipeline and revenue attainment. Leverage sales methodologies such as MEDDPICC and Command of the Message (CoM) to ensure deals are well-qualified and progressing through the pipeline.
• Collaborate Across Functions: Build and maintain strong relationships with cross-functional teams, including Product, Marketing, Customer Success, and Legal. Ensure smooth coordination on large, complex deals, and bring in necessary stakeholders at the appropriate stages of the sales cycle.
• Lead Deal Reviews and Risk Mitigation: Conduct regular deal reviews to identify gaps and risks in large, strategic opportunities. Coach AEs on deal progression, focusing on building champions, securing executive buy-in, and overcoming barriers to closing.
• Foster a Collaborative and Results-Driven Culture: Encourage open communication, feedback, and collaboration within your team and across departments. Proactively seek input from peers, direct reports, and senior leadership to continuously improve team performance and customer outcomes.
• Coach to MEDDPICC and Sales Excellence: Ensure your team is proficient in the MEDDPICC framework and Command of the Message to drive consistent deal progression and maximize value. Provide regular training and feedback on how to qualify deals effectively, secure executive sponsors, and build compelling mutual action plans (MAPs).
• Drive Operational Cadence and Execution: Maintain a structured operational cadence that optimizes for both current-quarter revenue goals and long-term pipeline development. Hold AEs accountable for consistent pipeline generation (PG) and deal progression, ensuring alignment with Transcend's overall sales strategy.

Who you are

• Sales Leader: You bring 5+ years of experience managing a Strat sales team, with a proven track record of driving high-value deals and achieving revenue targets. You excel in complex sales environments and are comfortable leading multi-stakeholder engagements at the enterprise level.
• Strategic and Adaptable: You are adept at navigating complex, ambiguous situations and leading your team through unexpected changes. You can quickly adjust strategies and provide guidance to maintain alignment with long-term business goals.
• Process and Performance Optimizer: You are skilled at identifying inefficiencies within your team's workflows, tools, and processes. You implement solutions that improve team performance, scalability, and overall success.
• Proven Sales Strategist: You have experience building and executing strategic account plans for enterprise customers. You can align customer initiatives with Transcend's solutions and position your team to drive long-term value for both the customer and Transcend.
• Experienced Cross-Functional Collaborator: You work well with cross-functional teams, bringing together Product, Marketing, Legal, and Customer Success to deliver comprehensive solutions. You ensure a seamless experience for the customer, even in the most complex sales environments.
• Effective Communicator and Negotiator: You excel at articulating strategies, leading executive-level discussions, and negotiating complex contracts. You can drive engagement at the highest levels of customer organizations and represent Transcend's interests effectively.
• Expert in Sales Methodologies: You are highly proficient in MEDDPICC and Command of the Message (CoM) and can coach your team to use these methodologies to qualify opportunities, build champions, and secure executive buy-in for complex deals.
• Data-Driven Leader: You use data and insights to inform decision-making and track team performance. You have a strong understanding of pipeline management, forecasting, and deal qualification, and use these metrics to guide your team's success.

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 total 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 total 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 3 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.

Compensation Info:

Variable Sales Incentive Compensation: This role is eligible for Transcend's Sales Incentive Plan, which is designed to reward achievement of sales goals.

• Compensation is structured about 50% base salary and 50% variable incentive, based on On-Target Earnings (OTE).
• Incentives are earned based on performance and subject to plan terms.

On-Target Earnings (OTE): When base salary and target incentive are combined, the projected OTE for this role is $270,000 – $340,000 annually, assuming achievement of 100% of Sales goals.

Base Salary: Transcend reasonably expects to offer the following pay range for this position. Individual compensation varies depending on experience, education, skill set, and geographic location. This range applies to Tier 1 areas (e.g., San Francisco Bay Area, CA) and may be adjusted for other labor markets.