About Transcend

Transcend is building the privacy platform that easily embeds privacy into your entire tech stack. We are driven by the belief that engineering robust and accessible privacy rights is an essential and high-impact way to spend our time. To achieve this, we're building an ambitious and passionate team that enjoys tackling important future-focused problems. We're growing quickly, backed by top-tier investors including Accel, Index, 01A, StepStone Group, and HighlandX, and we are proud to serve some of the world's most iconic brands. Learn more on our Press Page.

About the role

This is a Remote, Exempt, Full-Time, Permanent position reporting to the CRO of the Company. Valid work authorization in the United States is required, as this position does not qualify for visa sponsorship.

As Director of Business Development & Enterprise Inside Sales, you will own the strategy, execution and outcomes for two key revenue functions: our BDR (Business Development Representative) organization and our Enterprise Inside Sales team. You will be a second-line leader over the BDR team, with direct line responsibility over the Enterprise Inside Sales team.

Your mission: scale pipeline generation, build the enterprise inside sales team, establish predictable growth processes, and partner cross-functionally to elevate our go-to-market engine.

What you'll do

• Define and lead the go-to-market strategy for enterprise inside sales and outbound/partner-driven business development efforts — including target segments, ICP (ideal customer profile), outreach motion, qualification criteria, territory design, and quota structure.
• Hire, build, and develop high-performing teams: BDRs and Enterprise Inside Sales Reps. Set culture, goals, coaching frameworks, and career pathways.
• Establish and own key metrics (pipeline, conversion rates, sales cycle length, average deal size, bookings, renewal/expansion motions where applicable, forecast accuracy). Drive regular reviews, performance dashboards, and operational discipline.
• Partner with Marketing (demand generation), BDR (top-of-funnel), Field Sales (handoff and account coverage), RevOps/Operations (CRM, forecasting, process), Product (feedback loop), and Customer Success (expansion) to ensure alignment and tight execution.
• Develop and optimize inside sales processes, tools, and playbooks (CRM usage e.g., Salesforce, qualification models like MEDDPICC, sales engagement sequences, objection handling, discovery frameworks).
• Focus on scaling efficiently and effectively: build scalable operating models, refine roles & responsibilities (BDR → Inside Sales → Field), ensure pipeline health, and reduce friction in the funnel.
• Own budgeting, head-count planning, quota allocation, compensation design (commissions/incentives) for your teams.
• Foster a strong culture in a remote environment, with a focus on learning, feedback, execution, and accountability within your teams and across the revenue organization.

Who you are:

What you must have:

• 10+ years of B2B SaaS experience, with 3+ years in GTM leadership, including managing managers
• Proven success scaling BDR/SDR and Inside Sales teams in a growth-stage environment (Series A–C or 100–500 employees).
• Track record of consistently hitting or exceeding pipeline and ACV goals with enterprise sales cycles.
• Expertise in modern sales methodology (MEDDICC/MEDDPICC preferred) and outbound motion discipline

What you should have:

• Demonstrated ability to attract, coach and retain high-performing talent.
• Excellent communicator, data storyteller, and cross functional collaborator
• Operational excellence and a track record of building high performance teams

Why Join Us?

• Impactful Work: We believe that turning data privacy principles into exercisable human rights is one of the most high-impact ways to spend our time. You'll be at the forefront of building modern infrastructure and automation to address the rapidly growing privacy compliance landscape.
• Autonomy and Growth: You will have the trust and autonomy to drive initiatives from the start. As an early hire in a fast-growing startup, you'll have significant opportunities to help define and grow the organization, working on a wide array of exciting projects.
• Dynamic Environment: As the best-in-class solution in a new market, Transcend is a fast-paced workplace where the product evolves quickly to meet new client needs and adapt to advancing privacy law.
• Supportive Culture: 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 while having fun solving important problems.
• Equal Opportunity Employment: We celebrate a diverse and inclusive workforce for driving innovation, considering 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 competitive compensation package and a comprehensive benefits program. We offer a comprehensive benefits program that includes flexible PTO, parental leave, a 401(k) match, and a competitive compensation packages that include employee equity. Learn more about our offerings here.

Compensation Information:

• 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. 
• The compensation pay range represents our reasonable expectation for this role. Individual pay is determined by multiple factors, including, but not limited to, experience, education, skillset, and geographic location.
• This specific range applies to Tier 1 labor markets like the SF Bay Area and New York City; it may be adjusted based on the labor market in other geographic areas and the individual qualifications objectively assessed during the interview process.

For Sales roles, if applicable:

• Variable Sales Incentive Compensation: If applicable to certain sales roles, Transcend’s Sales Incentive Plan is designed to reward achievement of sales goals. 
• • On-Target Earnings (“OTE”): Compensation is structured based on an employee’s base salary plus a variable incentive. Incentives are earned based on performance and subject to plan terms. 
  • OTE Projection: When base salary and target incentive are combined, the projected OTE for this role is as listed as the pay range, assuming achievement of 100% of Sales goals.