Account Executive - Commercial (Mid-Market), Northeast

1Password•New York, NY

7d•$82,000 - $115,000•Remote

About The Position

1Password is hiring a remote, field-based Commercial Account Executive to own and grow a focused territory of strategic target accounts and existing customers with 500–2,500 employees, with an emphasis on Fortune 1000 and high-growth organizations. The role is based in the New York City metro or New England area and involves regular in-person customer meetings, industry events, and approximately 30–40% travel. All go-to-market roles have in-person onboarding in Toronto. The Account Executive is responsible for building executive relationships, creating qualified pipeline, winning complex, six-figure, multi-product platform opportunities, and expanding 1Password’s footprint across existing customers. This is a strategic platform-sales role, not a transactional or single-product role. The successful candidate will lead security conversations around Unified Access for people, AI agents, and machines, engaging stakeholders across executive, security, identity, IT, engineering, finance, and procurement functions. The position requires ownership of the full sales cycle, from cold outbound prospecting through close and expansion. The Account Executive will develop account and territory plans, lead multi-stakeholder sales cycles, negotiate complex multi-year agreements, and partner with internal teams and external channel, cloud, and technology partners. They will maintain reliable pipeline, forecasts, opportunity data, and account plans, while using AI and modern sales tools to improve preparation and execution. 1Password describes its culture as collaborative, transparent, feedback-oriented, fast-paced, and focused on results. It expects team members to learn and use AI thoughtfully in their work. The role is commission-eligible and includes an equity grant and participation in the company benefits program. The stated annual base salary range for USA-based roles is $82,000–$115,000 USD.

Requirements

At least 4 years of experience selling to Fortune 1000 organizations and high-growth companies with 500 or more employees.
At least 1 year of substantial cybersecurity sales experience.
Consistent record of exceeding annual quotas of $1 million or more, including carrying quotas in the $1 million–$2 million range and closing complex, multi-product opportunities.
Multiple years of elite sales performance and company recognition, such as President’s Club or equivalent awards.
Experience selling enterprise platforms and multi-product solutions, rather than only transactional or standalone point products.
A clear methodology for maintaining 2.5x pipeline coverage through territory tiering, account planning, outreach cadence, and cold calling.
Experience with identity, Zero Trust, cloud security, endpoint security, privileged access, developer security, or adjacent cybersecurity platforms.
Ability to engage IAM, IT security, DevOps, platform engineering, and engineering leaders and connect technical priorities to executive business cases.
Record of winning net-new strategic logos and expanding existing accounts through cross-sell, upsell, and multi-year platform agreements.
Strong executive presence and ability to communicate credibly with C-suite leaders and deeply technical audiences.
Strong 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.
Experience owning full-cycle sales from initial cold outbound through close and expansion.
Experience developing opportunities through channel partners, cloud alliances, systems integrators, or technology partners.
Must be based in the New York City metro area or New England area.
Ability to travel throughout the territory approximately 30–40% and participate in regular in-person customer meetings and industry events.

Nice To Haves

Leads with curiosity and strong discovery to uncover broader security and business problems.
Creates a compelling platform narrative centered on customer priorities, maturity, and path to value.
Combines strategic thinking with rigorous, current, and dependable account plans, pipeline, forecasts, and close plans.
Is resilient, accountable, collaborative, and motivated by ambitious targets and complex opportunities.
Prospects daily and consistently meets pipeline-generation targets.
Uses AI daily to expedite administrative work and identify strategic opportunities across a book of business.
Is coachable, applies feedback quickly, and continuously improves sales craft.
Thrives in a remote, field-based environment and prioritizes meaningful in-person customer engagement.

Responsibilities

Own and grow a strategic commercial territory of high-value prospects and customers.
Develop and execute account and territory plans for a focused portfolio.
Build executive relationships with CISOs, CIOs, identity leaders, security architects, and other senior technology buyers.
Identify whitespace, competitive displacement opportunities, and compelling events across relevant security and technology areas.
Create and maintain the pipeline coverage, account engagement, and deal velocity needed to achieve or exceed quota.
Build channel relationships and pursue in-person co-selling opportunities.
Lead platform conversations that connect customer needs to 1Password’s Unified Access vision across people, AI agents, and machines.
Translate complex identity, access, cloud, endpoint, developer, and AI-security concepts into business value for executive and technical audiences.
Lead complex sales cycles involving security, IAM, IT, engineering, finance, legal, procurement, and executive stakeholders.
Build consensus and establish business, technical, economic, and decision criteria with buying groups.
Lead executive presentations, discovery sessions, workshops, business-value assessments, negotiations, and close plans.
Create and maintain mutual action plans and use MEDDPPICC or a comparable enterprise qualification methodology.
Structure and negotiate complex, multi-year, multi-product agreements with platform expansion potential.
Develop broad customer relationships, uncover additional priorities, and create cross-sell and upsell opportunities.
Partner with Customer Success, Solutions Engineering, product specialists, and services teams on adoption and expansion plans.
Collaborate 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 appropriate.
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 to improve research, preparation, coaching, and execution.