Account Executive, Enterprise

1Password

11h•$121,000 - $175,000•Remote

About The Position

1Password is growing faster than ever. We’ve surpassed $400M in ARR and we’re continuing to accelerate, earning a spot on the Forbes Cloud 100 for four years in a row and teaming up with iconic partners like Oracle Red Bull Racing and the Utah Mammoth. About 1Password At 1Password, we’re building the foundation for a safe, productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We innovated the market-leading enterprise password manager and pioneered Extended Access Management, a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity, we take a human-centric approach in everything from product strategy to user experience. Over 180,000 businesses, from Fortune 100 leaders to the world’s most innovative AI companies, trust 1Password to help their teams securely adopt the SaaS and AI tools they need to do their best work. If you're excited about the opportunity to contribute to the digital safety of millions, to work alongside a team of curious, driven individuals, and to solve hard problems in a fast-paced, dynamic environment, then we want to hear from you. Come join us and help shape a safer, simpler digital future. As an Account Executive, you manage a territory that includes target-accounts and an existing book of business that has companies with 2501+ employees. Your primary focus is hunting new business opportunities, building sales pipeline, and driving growth within the Enterprise sector. You are also responsible for upselling into the existing account base, leveraging our Extended Access Management platform. This is a remote opportunity within the US. Expectations of this role: This is a field-based sales role. That means you are expected to be regularly engaged in customer-facing activities, including in-person meetings, events, and other travel as required to effectively support your territory. Your primary work location will be your home office, but your role requires a lot of mobility and flexibility. 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.

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
Business acumen, executive presence, relationship building, solution selling, negotiation, & presenting to C-Suite
Value selling and delivering solutions to 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.

Nice To Haves

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

Responsibilities

Own 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
Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing MEDDPPICC.
Drive New Business Growth: Design and implement effective sales strategies to:
Navigate complex sales cycles with multiple stakeholders, often extending 6-12 months, and 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.
Drive Organic Growth: Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of our Extended Access Management platform.
Engage the Industry: Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers
Stay Informed: 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.
Collaborate Cross-Functionally:
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
Focus on Solution Selling:
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
Present and Negotiate:
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