Account Executive, Enterprise - Southeast

1Password

2d•$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 every identity is authentic, every application sign-in is secure, and every device is trusted. Our mission is to unleash employee productivity without compromising security. We pioneered Unified Access Management, a new cybersecurity category. 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 the digital safety of millions, working with a team of curious, driven individuals, and solving hard problems in a fast-paced, dynamic environment. As an Account Executive, you will manage a territory with target accounts and an existing book of business for companies with 2501+ employees. Your primary focus will be 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, leveraging our Extended Access Management platform. This is a remote opportunity and requires the candidate to be based in TN, MS, AL, FL, or KY.

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.
Advanced skills in: 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.
Must be based in TN, MS, AL, FL, or KY.

Nice To Haves

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

Responsibilities

Manage and grow a 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 MEDDPPICC.
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.
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.