Account Executive, Enterprise - Boston

1Password

1d•$121,000 - $175,000•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 secure identity, application sign-ins, and device trust. Our mission is to unleash employee productivity without compromising security. We pioneered the enterprise password manager and Unified Access Management. Over 180,000 businesses trust 1Password. 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 an Account Executive, you will manage a territory with target accounts and an existing book of business, focusing on companies with 2501+ employees. Your primary responsibilities include hunting new business opportunities, building sales pipeline, and driving growth within the Enterprise sector. You will also be responsible for upselling into the existing account base by leveraging our Extended Access Management platform. This is a remote opportunity, but candidates must be based in the Boston metro area.

Requirements

7+ years of SaaS sales experience, preferably in security with a focus on Enterprise accounts.
Proven track record of meeting or exceeding sales quotas.
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, executive presence, relationship building, solution selling, negotiation, & presenting to C-Suite.
Ability to deliver solutions that provide business outcomes to solve our customers biggest challenges.
Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management.
Resilient, self-motivated, and committed to achieving targets while thriving in a remote environment.
A proven team player, eager to collaborate and achieve shared goals rather than working in isolation.
Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.
Proficient in Salesforce, with a consistent track record of accurately and comprehensively documenting all stages of the sales cycle, from initial contact through close and ongoing client management.
Must be based in the Boston metro area.
Expected to be regularly engaged in customer-facing activities, including in-person meetings, events, and other travel as required to effectively support your territory.
Travel within your assigned territory, and occasionally outside of it, will be a part of your job, and you are responsible for managing your schedule in a way that works for the company and you.
Must be based in your home country.

Nice To Haves

Experience with MEDDPPICC preferred.
Proficiency with Slack, Zoom, Linkedin Sales Navigator & Outreach preferred.

Responsibilities

Manage a territory that includes target-accounts and an existing book of business with companies of 2501+ employees.
Hunt new business opportunities.
Build sales pipeline.
Drive growth within the Enterprise sector.
Upsell into the existing account base, leveraging our Extended Access Management platform.
Be regularly engaged in customer-facing activities, including in-person meetings, events, and other travel as required to effectively support your territory.
Manage and grow your designated territory, focusing on acquiring new Enterprise clients and expanding existing accounts.
Develop and execute strategic territory plans, prioritizing high-potential accounts and identifying white space opportunities for growth.
Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing MEDDPICC.
Design and implement effective sales strategies to navigate complex sales cycles with multiple stakeholders (often 6-12 months), managing large ARR opportunities.
Consistently meet or exceed annual sales quotas.
Maintain a high level of outbound activity with a primary focus on in-person meetings.
Identify and engage key decision-makers within target accounts.
Qualify, 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 our Extended Access Management platform.
Attend industry events, trade shows, and conferences to represent 1Password, build brand presence, and build relationships with potential customers.
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.
Engage in multi-threaded relationships with client organizations, building deep and broad engagement across technical, operational, and executive stakeholders to drive deal momentum and account health.
Collaborate with partners and channel teams, where applicable, to maximize reach and co-sell into enterprise accounts.
Implement selling strategies to align our solutions with client needs and objectives.
Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions.
Confidently present to C-suite executives, 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.
Utilize effective negotiation skills to drive mutually beneficial outcomes.

Benefits

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