About Transcend

About the role

What you'll do

• Lead and Develop a High-Performing Team: Manage a team of Mid-Market AEs by providing strategic guidance, mentorship, and the necessary resources to help them exceed sales targets. Foster a high-performance culture centered on collaboration, accountability, and results.
• Own the End-to-End Renewal Process: Managethe renewals business and lead the renewal lifecycle, from initial customer engagement through contract signing, ensuring timely renewals and alignment with Transcend’s business goals. Proactively identify and mitigate risks to renewal while driving upsell opportunities where applicable.
• Navigate Change and Complexity: Lead your team through both expected and unexpected challenges in the sales environment. Whether market conditions shift or internal priorities evolve, you will pilot the team through uncertainty while keeping them aligned with Transcend’s broader goals.
• Scale and Optimize Team Performance: Identify opportunities to streamline processes, tools, and systems to drive efficiency and effectiveness across the team. Ensure that performance bottlenecks are addressed and that each team member is equipped to perform at their best.
• Align to Strategic Priorities: Work closely with leadership to define and align team efforts with Transcend’s broader strategic priorities. Support the execution of roadmaps that drive revenue growth, customer satisfaction, and long-term success in the mid-market space.
• Drive Enterprise-Level Engagement: Ensure that your team builds deep, lasting relationships with key stakeholders across customer organizations. Help AEs effectively engage with senior executives to ensure Transcend’s solutions are aligned with customer needs and deliver meaningful value.
• Manage Sales Pipeline and Forecasting: Ensure accurate and predictable forecasting of sales opportunities using tools like MEDDPICC. Conduct regular deal reviews and inspect the pipeline to identify risks and opportunities. Proactively coach the team on how to address gaps and drive opportunities to closure.
• Create and Support Detailed Account Plans: Guide your team in developing robust account plans for their top customers. These plans should map out key decision-makers, customer initiatives, pain points, and strategies for expanding relationships and revenue opportunities.
• Collaborate Cross-Functionally: Partner with Product, Customer Success, Marketing, and other departments to ensure seamless execution of sales strategies and customer satisfaction. Actively seek out cross-functional collaboration to drive successful outcomes for customers and Transcend.
• Foster a Culture of Growth and Accountability: Instill a growth mindset within the team, encouraging continuous learning and adaptation. Hold the team accountable to sales targets and KPIs while providing regular feedback and development opportunities.
• Leverage Sales Methodologies: Coach your team to effectively use sales methodologies like MEDDPICC and Command of the Message (CoM) to qualify deals, build champions, and secure executive buy-in. Ensure consistent execution of sales processes to maximize value and close rates.
• Lead Operational Execution: Implement a structured operational cadence that keeps the team focused on quarterly goals and future pipeline generation (PG). Hold AEs accountable for pipeline health, ensuring that each AE maintains sufficient coverage and opportunity flow to meet revenue targets.

• Proven Sales Leader: You have 3+ years of experience managing mid-market or enterprise sales teams, with a demonstrated ability to drive team performance, navigate complex sales cycles, and achieve revenue goals.
• Strategic and Adaptable: You can effectively manage your team through uncertainty and complexity, providing clear direction while remaining adaptable to shifting priorities and market dynamics.
• Team Performance Optimizer: You excel at identifying inefficiencies in workflows and systems. You have a track record of improving processes and implementing scalable solutions to enhance team performance and efficiency.
• Sales Strategist: You are skilled at developing and executing sales strategies for mid-market accounts. You understand how to align customer needs with Transcend’s solutions and can coach your team to build long-term customer relationships.
• Cross-Functional Collaborator: You work well with teams across the organization to deliver cohesive solutions for customers. You proactively engage other departments, such as Product, Marketing, and Customer Success, to ensure successful deal outcomes.
• Skilled Communicator and Negotiator: You are experienced in engaging with senior leaders at customer organizations, negotiating complex deals, and presenting solutions that deliver clear value. You are adept at driving alignment within the customer organization and Transcend.
• Expert in Sales Methodologies: You are well-versed in MEDDPICC and CoM frameworks and can coach your team on how to use these methodologies to drive deal progression, build champions, and close large deals.
• Data-Driven Decision Maker: You leverage data to make informed decisions about team performance, pipeline health, and revenue forecasting. You are skilled at using CRM systems and sales tools to drive accurate forecasting and guide team activities.

• 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).

• Take as many vacation, sick, and mental health days as you need.
• 13 additional company holidays, plus 4 Transcend Days Off.
• Generous parental leave, caregiver, emergency, and compassionate leave policies.

• 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.

The pay range for this role is:

270,000 - 340,000 USD per year (Remote - United States)

Sales

Remote (United States)

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