Strategic Account Executive, Named Accounts

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.

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).

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 points

We 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.

About Transcend

Transcend is the autonomous data decision platform powering the world's most trusted brands. We help enterprises navigate one of the defining challenges of the AI era: leveraging the data they hold on their users and customers responsibly while still moving fast. By encoding data use permissions directly into the systems that process customer data, Transcend creates a real-time source of truth for consent, preferences, and business rules, enabling organizations to unlock AI, personalization, and customer growth with confidence.

We're building the infrastructure behind trusted data use with a team that values curiosity, ownership, and technical excellence. If you're excited by complex, future-focused problems at the intersection of AI, data governance, privacy, and trust, you'll find plenty to tackle here.

Founded by Ben Brook and Mike Farrell, Transcend is a fully remote company backed by leading investors, including Accel, Index, 01A, StepStone Group, and HighlandX. We are proud to serve Fortune 500 companies and emerging category leaders and have been recognized as a Leader in IDC's MarketScape for Worldwide Data Privacy Compliance Software and twice named to the Deloitte Technology Fast 500™.

Learn more on our Customer Stories Page.

Why Join Us?

• Impactful work: We believe helping organizations use data responsibly while continuing to innovate is one of the defining challenges of the AI era. At Transcend, you'll help some of the world's most trusted brands navigate that challenge while shaping the future of trusted data use.
• Autonomy and growth: You will have the trust and autonomy to drive initiatives from the start. As part of a fast-growing company, you'll have significant opportunities to shape the organization's direction and work across a diverse array of projects.
• Dynamic environment: Transcend sits at the intersection of AI, data governance, privacy, and trust. As technology, regulations, and consumer expectations continue to evolve, so do the challenges enterprises face. Our team moves quickly, adapts constantly, and helps define how organizations responsibly use data in an AI-powered world.
• Supportive culture: The people at Transcend are driven, kind, and know how to balance work, life, and memes. Ego has no place here. We learn from each other and maintain a strong support system while solving meaningful problems together.
• Commitment to diversity and equal opportunity: We celebrate a diverse and inclusive workforce and consider all forms of diversity, including race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, and veteran status. Our commitment ensures equitable employment opportunities, non-discrimination in all practices, and a workplace where every employee feels valued and respected. We also consider all qualified applicants with arrest and conviction records, as legally required.
• Benefits & perks: Transcend employees enjoy a comprehensive benefits program that includes flexible PTO, parental leave, a 401(k) match, comprehensive medical, dental, and vision coverage, and competitive compensation packages that include employee equity. Learn more about our offerings here.
• Remote-first by design: We believe great work can happen from anywhere. Transcend is a fully remote company built around flexibility, trust, and collaboration, with team members across geographies and time zones. We foster connection through metro hub meetups, team off-sites, and annual company retreats, while supporting day-to-day work with co-working and monthly meal stipends.
• Community & well-being: We believe great companies invest in their people and the communities around them. Throughout the year, Transcend employees participate in volunteer opportunities, educational programming, and initiatives focused on wellbeing, inclusion, and social impact.

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