Account Executive - Commercial

1Password

6d•Remote

About The Position

1Password is growing rapidly, having surpassed $400M in ARR and consistently recognized on the Forbes Cloud 100. We are seeking an Account Executive - Commercial to manage a territory with target accounts and an existing book of business for companies ranging from 500 to 2,500 employees. The primary focus will be on hunting new business opportunities, building sales pipeline, and driving growth within the Commercial sector. Additionally, you will be responsible for upselling into the existing account base by leveraging our entire product suite. This is a field-based sales role requiring regular customer-facing activities, including in-person meetings, events, and travel as needed to support your territory. Preferred territory locations include Minneapolis, Indianapolis, Chicago, Denver, Phoenix, and Portland. Your primary work location will be your home office, but the role demands significant mobility and flexibility for travel within and occasionally outside your assigned territory.

Requirements

3+ years of SaaS sales experience, preferably in cybersecurity with a focus on Commercial accounts.
Proven track record of meeting or exceeding sales quotas and KPIs, achieving President’s Club, top of stack ranking and KPIs.
Demonstrated experience in delivering forecasts to upward management.
Demonstrated success in upselling & cross-selling to both new customers and across a book of business, and in uncovering customer pain points beyond what's initially shared
Advanced skills in: Prospecting, pipeline building, strategic account planning, value-based selling, and territory management, with meticulous operating rigor in pipeline management, forecasting, and pacing to target
Advanced skills in: Business acumen, relationship building, solution selling, negotiation, & presenting to C-Suite
Written and verbal communication skills across email and communication tools such as Slack, and Zoom, with the demonstrated ability to make technical concepts accessible to non-technical parties.
Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management, and effectively communicate their value.
Resilient, self-motivated, and committed to consistently achieving targets while thriving in a remote environment.
Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.
Extensive experience with Salesforce, Slack, Zoom, Linkedin Sales Navigator, and Outreach.

Nice To Haves

Understanding of Extended Access Management.

Responsibilities

Manage and grow your designated territory, focusing on acquiring new Commercial clients and expanding existing accounts.
Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing our formalized sales process (MEDPICC preferred).
Consistently meet or exceed quarterly sales quotas.
Maintain a high volume of outbound activity, including calls, emails, and meetings.
Identify and engage key decision-makers within target accounts.
Develop and close new business opportunities within your territory.
Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of Extended Access Management.
Identify opportunities and close large value deals with multiple product SKUs.
Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers.
Interact with CISO’s, CIOs, and other VP level-contacts, demonstrating excellent executive presence and knowledge of the cybersecurity industry.
Stay up to date on cybersecurity trends and developments, particularly in Identity and Access Management, to provide valuable insights to clients and position 1Password as an industry leader.
Build collaborative relationships with internal teams (e.g. BDR, Solutions, Channels, Onboarding, Customer Success) to develop tailored solutions that meet client needs and drive satisfaction, optimize client engagement, and identify growth opportunities.
Cultivate multi-threaded relationships within client organizations to enhance overall account health and long-term success.
Strategically leverage Partner, Alliance, and MSP relationships to create and close opportunities.
Implement selling strategies to align our solutions with client needs and objectives, focusing on their pain points and positioning our solutions as essential, strategic tools.
Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions.
Confidently present to C-suite executives, using a consultative approach while articulating the value proposition of our products and services.
Create mutual action plans to align the sales team and prospects on responsibilities, steps and timelines for closing deals.
Lead high-stakes negotiations with a focus on driving mutually beneficial outcomes.