Regional Director of Sales, Mid-Market & Enterprise

Transcend; United States; Remote; USD 270,000 - 340,000; Full time

Job summary

Join a dynamic and innovative company at the forefront of privacy solutions. As a Regional Director of Sales for Mid-Market & Enterprise, you'll lead a talented team, driving performance and navigating the complexities of the sales landscape. This role offers the opportunity to shape strategies that align with the company's mission of protecting user privacy rights. You'll work closely with cross-functional teams to deliver exceptional value to clients while fostering a culture of growth and accountability. With a competitive salary and a strong commitment to diversity and inclusion, this position is perfect for a proven sales leader ready to make a significant impact.

Benefits

Health Benefits

Equity

Flexible Work Environment

Professional Development Opportunities

Qualifications

• 5+ years of experience managing mid-market and enterprise sales teams.
• Skilled in sales methodologies like MEDDPICC and CoM.

Responsibilities

• Lead and mentor a team of Mid-Market & Enterprise Account Executives.
• Drive team performance and navigate sales challenges.

Skills

Sales Leadership

Strategic Thinking

Team Performance Optimization

Sales Strategy Development

Cross-Functional Collaboration

Communication Skills

Negotiation Skills

Data-Driven Decision Making

Education

Bachelor's Degree

Master's Degree (Preferred)

Tools

CRM Systems

Sales Tools

MEDDPICC Framework

Command of the Message (CoM)

Job description

Regional Director of Sales, Mid-Market & Enterprise

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.

Transcend is seeking a dynamic and results-driven Mid-Market & Enterprise Sales Manager to lead, mentor, and scale a team of Mid-Market & Enterprise Account Executives (AEs). The ideal candidate will have a proven track record of leading sales teams, guiding them through ambiguity, and focusing on both short-term results and long-term strategic initiatives.

What you'll do

• Lead and Develop a High-Performing Team: Manage a team of Mid-Market & Enterprise 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.
• 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.

Who you are

• Proven Sales Leader: You have 5+ years of experience managing mid-market and 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.

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.

At this time, we are focused on hiring in specific locations: Arizona, California, Florida, Hawaii, Illinois, Kansas, Maine, Massachusetts, Minnesota, New Jersey, New York, North Carolina, Ohio, Oregon, Pennsylvania, Tennessee, Texas, Utah, Washington.

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.

The pay range for this role is:

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