Account Executive, Mid-Market

What you’ll do

• Drive New Business Growth: Own the entire sales cycle for mid-market accounts, from prospecting to closing. Identify new business opportunities within your territory, engage with key stakeholders, and build a strong pipeline to exceed quota and revenue targets.
• Manage Mid-Market Sales Cycles: Effectively navigate multi-stakeholder sales cycles, managing decision-makers across various departments. Ensure that Transcend’s solutions are aligned with the specific needs and objectives of each mid-market account.
• Develop Account Strategies: Create and execute strategic account plans for mid-market customers, identifying key decision-makers, understanding business objectives, and positioning Transcend’s solutions as the ideal fit for privacy, data governance, and compliance challenges.
• Deliver Value-Based Selling: Present tailored solutions that address customer pain points and deliver clear ROI. Leverage product knowledge, industry expertise, and customer insights to build compelling value propositions that resonate with mid-market customers.
• Collaborate Cross-Functionally: Work closely with Sales Engineers (SEs), Customer Success, and Marketing teams to ensure seamless execution across the sales cycle. Bring the right resources to the table at the right time to support the customer journey.
• Leverage Sales Methodologies: Apply frameworks like MEDDPICC and Command of the Message (CoM) to qualify opportunities, manage pipeline, and drive deal progression. Use these methodologies to identify champions, secure executive buy-in, and ensure high win rates.
• Identify Upsell and Expansion Opportunities: Build long-term relationships within mid-market accounts by understanding their evolving needs. Identify opportunities to expand Transcend’s footprint within existing accounts through upselling and cross-selling additional products and services.
• Negotiate Contracts and Pricing: Lead contract and pricing negotiations, ensuring that deals are closed efficiently while maintaining alignment with Transcend’s pricing strategy and value framework.
• Maintain Accurate Forecasting: Ensure that all sales opportunities are accurately tracked and forecasted in CRM systems, providing clear visibility into deal progression and pipeline health. Provide regular updates to leadership on risks, opportunities, and next steps.
• Stay Informed on Industry Trends: Stay current on privacy, data governance, and compliance trends to engage in thoughtful discussions with mid-market customers. Ensure you are well-versed in industry challenges, regulations, and competitor offerings to position Transcend as a trusted advisor.

• Experienced Mid-Market AE: You have 3+ years of experience in mid-market sales, ideally in the SaaS or enterprise software space. You have a proven track record of closing deals with mid-sized companies and exceeding revenue targets.
• Pipeline Generation: You understand the critical importance of generating pipeline on a consistent basis. You are skilled and have demonstrated experience generating quality pipeline in mid-market accounts.
• Proficient in Complex Sales Cycles: You are skilled at managing multi-stakeholder sales processes and building relationships with key decision-makers across different departments within mid-market accounts.
• Strategic and Consultative Seller: You take a consultative approach to selling, understanding the unique needs of each account and developing tailored solutions that deliver value. You are adept at building trust and becoming a strategic partner for your customers.
• Expert in Sales Methodologies: You have experience applying sales methodologies like MEDDPICC and Command of the Message (CoM) to qualify opportunities, manage pipeline, and close deals. You can effectively guide prospects through the decision-making process, building champions and securing executive buy-in.
• Strong Communicator and Negotiator: You are highly skilled in delivering clear, compelling presentations and product demos that align with customer goals. You are also a strong negotiator, able to manage pricing and contract discussions to close deals while maintaining a focus on customer value.
• Collaborative Team Player: You thrive in a cross-functional environment, working effectively with internal teams like BDRs, SEs, Marketing, and Customer Success to ensure customer success and deliver a seamless experience across the sales cycle.
• Data-Driven: You use data to inform your decisions, track your performance, and provide accurate forecasting. You are proficient in using CRM systems and other sales tools to manage your pipeline and keep leadership informed of your progress.