Account Executive - Commercial, San Francisco/Bay Area

1Password•San Francisco, CA

3d•$82,000 - $115,000•Remote

About The Position

1Password is growing rapidly, having surpassed $400M in ARR and consistently recognized on the Forbes Cloud 100. We are building the foundation for a safe, productive digital future by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We pioneered Unified Access Management, a new cybersecurity category designed for modern work. Over 180,000 businesses trust 1Password to help their teams securely adopt the SaaS and AI tools they need. We are looking for individuals excited about contributing to digital safety, working with a driven team, and solving complex problems in a fast-paced environment. As a Commercial Account Executive, you will manage a territory of strategic target accounts and existing customers with 500-2,500 employees, focusing on Fortune 1000 and high-growth organizations. Your role involves building executive relationships, generating qualified pipeline, closing complex, six-figure, multi-product platform opportunities, and expanding 1Password’s strategic footprint. This is a strategic sales role focused on enterprise-wide security conversations, building a case for Unified Access across humans, AI agents, and machines. You will engage with various executive stakeholders including CISOs, CIOs, IT and security leaders, IAM teams, DevOps, platform teams, engineering leaders, security architects, finance, and procurement. This is a remote, field-based opportunity requiring candidates to be based in the San Francisco/Bay Area. Expect regular in-person customer meetings, industry events, and travel within the territory (approximately 30-40%). We are transforming work with AI, expecting all go-to market roles to be power users, leveraging AI daily to work smarter and faster. AI is embedded in our operations for real-time coaching and surfacing insights. All go-to market roles will have an in-person onboarding in Toronto.

Requirements

4+ years experience selling to Fortune 1000 organizations and high growth companies spanning 500+ employees
1+ year of substantial cybersecurity sales experience
A consistent record of exceeding $1M+ annual quotas, including experience carrying quotas in the $1M-2M range and closing complex, multi-product opportunities.
Multiple years of elite sales performance and company recognition, such as President’s Club or equivalent top-performer awards.
Demonstrated success selling enterprise platforms and multi-product solutions, and not just transactional or stand-alone point products.
Clear methodology for maintaining 2.5x pipeline coverage at all times through territory tiering, account planning, outreach cadence, and cold calling efforts.
Experience selling identity, Zero Trust, cloud security, endpoint security, privileged access, developer security, or adjacent cybersecurity platforms.
Proven ability to engage IAM, IT security, DevOps, platform engineering, and engineering leaders and connect their technical priorities to an executive business case.
A record of winning net-new strategic logos and expanding existing accounts through cross-sell, upsell, and multi-year platform agreements.
Strong executive presence and the ability to communicate credibly with C-suite leaders and deeply technical audiences.
Rigorous account planning, pipeline creation, opportunity management, forecasting, and negotiation skills.
Knowledge of identity and access management, privileged access management, credential security, machine identities, agentic AI security, SaaS governance, device trust, or secrets management.
Experience competing and winning against major enterprise identity and cybersecurity platform providers.
Proficiency with MEDDPPICC, Salesforce, Slack, Zoom, LinkedIn Sales Navigator, Outreach, and AI-enabled sales tools.
Demonstrated ownership of full cycle sales from initial cold outbound to close to expansion.
Experience developing opportunities through channel partners, cloud alliances, systems integrators, or technology partners.
Candidates must be based in San Francisco/Bay Area
Successful applicants will be required to complete a background check

Nice To Haves

You lead with curiosity and strong discovery, uncovering the broader security and business problem rather than stopping at the initial product request.
You create a compelling platform narrative while keeping the customer’s priorities, maturity, and path to value at the center.
You combine strategic thinking with operating rigor; your account plans, pipeline, forecasts, and close plans are current, specific, and dependable.
You are resilient, accountable, collaborative, and motivated by ambitious targets and complex opportunities.
You hunt daily for new opportunities and consistently hit pipeline generation targets.
You leverage AI daily to expedite your administrative work and identify strategic opportunities across your book.
You are coachable, apply feedback quickly, and continuously improve your craft.
You thrive in a remote, field-based environment and prioritize meaningful in-person customer engagement.

Responsibilities

Own and grow a strategic commercial territory
Develop and execute sophisticated account and territory plans for a focused portfolio of high-value prospects and customers.
Create new executive relationships with CISOs, CIOs, identity leaders, security architects, and other senior technology buyers to accelerate access and credibility.
Identify whitespace, competitive displacement opportunities, and compelling events across identity security, AI adoption, privileged access, SaaS governance, developer workflows, and device security.
Build and maintain the pipeline coverage, account engagement, and deal velocity required to consistently achieve or exceed a significant annual quota.
Cultivate relationships in the channel through innovative account mapping techniques and in-person co-selling opportunities.
Elevate conversations from an individual point-product need to a strategic Unified Access vision spanning people, AI agents, and machines.
Connect 1Password’s capabilities to measurable outcomes, including reducing credential and access risk, eliminating standing privilege, governing SaaS and shadow AI, protecting developer and machine workflows, strengthening device trust, and improving auditability.
Land with the customer’s most urgent use case, then build an executive-backed roadmap for adoption and expansion across Enterprise Password Manager, SaaS Manager, Credential Broker, Device Trust, and Privileged Access.
Translate complex identity, access, cloud, endpoint, developer, and AI-security concepts into clear business value for executive and deeply technical audiences.
Orchestrate 4-6 month sales cycles involving security, IAM, IT, DevOps, platform engineering, application engineering, finance, legal, procurement, and executive sponsors.
Build consensus across large buying groups and establish clear business, technical, economic, and decision criteria.
Lead executive presentations, discovery sessions, workshops, business-value assessments, commercial negotiations, and close plans.
Create and maintain mutual action plans and apply MEDDPPICC or a comparable enterprise qualification methodology with discipline.
Structure and negotiate complex, multi-year, multi-product agreements, org-wide solutions with material ARR and platform expansion potential.
Build broad, durable relationships throughout customer organizations rather than relying on a single champion.
Uncover business and security priorities beyond the initial use case and turn them into platform expansion opportunities.
Partner with Customer Success, Solutions Engineering, product specialists, and services teams to create adoption and expansion plans tied to measurable outcomes.
Collaborate closely with BDR, Solutions Engineering, Channels, Alliances, Customer Success, Onboarding, Product, Marketing, Legal, and Deal Desk.
Co-sell with strategic partners, cloud alliances, channel teams, and systems integrators where they can expand reach or accelerate a decision.
Represent 1Password at executive briefings, customer meetings, trade shows, and industry events.
Maintain accurate opportunity data, next steps, forecasts, and account plans in Salesforce.
Use AI and modern selling tools thoughtfully to improve research, preparation, coaching, and execution while creating more time for customer engagement.

Benefits

Competitive health benefits
Maternity and parental leave top-up programs
Generous PTO policy
RSU program for most employees
Retirement matching program
Free 1Password account
Paid volunteer days
Peer-to-peer recognition through Bonusly
Remote-first work environment
Immediate participation in 1Password's benefits program (health, dental, 401k and many others)
Utilization of our generous paid time off
An equity grant
Participation in our incentive programs