Renewals Account Executive

Renewals Account Executive

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

About the role

Transcend is seeking a highly organized and strategic Renewals Account Executive (AE) to manage customer renewals and drive long-term revenue growth through proactive account management. This role focuses on maximizing customer retention, navigating complex pricing and contractual discussions, and ensuring seamless renewals that align with Transcend’s strategic objectives. The ideal candidate will excel in a detail-oriented environment, synthesizing technical and business information, while collaborating across teams to maintain and grow relationships with key accounts.

What you'll do

• Own the End-to-End Renewal Process: 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.
• Synthesize Complex Information: Analyze and synthesize disparate information such as product entitlements, usage data, and contractual terms to form a comprehensive renewal strategy. Present a clear, data-driven recommendation that aligns with both the customer’s needs and Transcend’s objectives.
• Develop Business Cases for Renewals: Create compelling business cases that leverage technical product details and customer data to articulate the value of renewal and demonstrate ROI. Align renewal strategies with key customer initiatives and business goals to ensure continued investment in Transcend’s products.
• Navigate Pricing and Packaging Changes: Lead customers through complex pricing and packaging transitions, ensuring clear communication of value and effectively managing any concerns. Maintain alignment with Transcend’s pricing strategy while addressing customer objectives.
• Negotiate Large Discounts and Contract Terms: Handle negotiations involving large discounts, ensuring Transcend’s pricing integrity is maintained while also addressing customer budget constraints. Work closely with Sales and Revenue Operations to align discounting and contract terms with overall strategy and long-term account value.
• Collaborate Across Functions: Work closely with cross-functional teams, including Implementation, Support, Customer Success Managers (CSMs), Account Executives (AEs), Product, and Sales Operations, to ensure a seamless renewal process. Incorporate input from all stakeholders to form a holistic renewal strategy.
• Optimize Internal Processes: Identify inefficiencies in current renewal workflows and collaborate with Sales/Revenue Operations to improve internal processes and playbooks, driving greater efficiency in future renewals and improving customer experience.
• Manage High-Volume Renewals: Independently manage multiple renewals concurrently, ensuring attention to detail and strategic oversight across each account. Stay proactive in anticipating customer needs and identifying upsell opportunities during the renewal process.
• Drive Cross-Functional Engagement for Top Accounts: Develop and maintain detailed account plans for your top five accounts, focusing on their organizational structure, key stakeholders, Transcend initiatives, product usage, and potential expansion opportunities.
• Leverage Proof Points and Product Capabilities: Utilize emerging product features and success stories to support renewal discussions, particularly for traditional industries with high potential annual contract value (ACV) such as financial services and healthcare.
• Present Value Proposition and ROI: Lead renewal conversations by clearly articulating Transcend’s value proposition and ROI, based on detailed product knowledge and customer-specific use cases. Tailor messaging to executive-level decision-makers to drive buy-in and long-term commitment.

Who you are

• Detail-Oriented and Analytical: You thrive in environments that require managing complex information, such as product usage data, entitlements, and contract terms. You can distill these details into actionable renewal strategies that drive both retention and growth.
• Experienced in Sales and Renewals Operations: You have a solid understanding of sales and renewals processes, and you can identify areas for improvement in workflows and playbooks. You are comfortable making recommendations to Sales/Revenue Operations to enhance efficiency.
• Business Case Builder: You are skilled at crafting business cases for renewals, using technical product knowledge and data to demonstrate continued value and ROI for the customer. You can align your renewal proposals with broader business initiatives to drive customer engagement.
• Proficient in Pricing and Discounting Strategy: You have experience navigating complex pricing and packaging changes, and you excel at negotiating large discounts while maintaining alignment with Transcend’s pricing strategy and long-term account value goals.
• Cross-Functional Collaborator: You are highly collaborative and can work effectively with teams across the organization, including CSMs, AEs, Product, and Sales Operations. You ensure the renewal process is smooth and seamless by incorporating diverse perspectives.
• Independent Operator with Strong Multi-Tasking Skills: You can manage multiple renewals simultaneously and operate independently, staying organized and proactive in a high-volume environment.
• Industry Knowledge and Customer Focused: You understand the intricacies of regulated industries (i.e. financial services and healthcare) and can position Transcend’s solutions in a way that aligns with industry-specific challenges and opportunities.
• Relationship Builder: You are adept at fostering long-term relationships with key stakeholders within your accounts, positioning yourself as a trusted advisor. You understand how to engage with champions and executive sponsors to drive renewals and uncover upsell opportunities.

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 OTE 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 OTE 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 4 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.

The pay range for this role is:

200,000 - 240,000 USD per year (Remote - United States)

Sales

Remote (United States)

Share on: