Senior Account Executive - Commercial

1Password

1d•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 sign-ins and trusted devices through our innovative enterprise password manager and Unified Access Management solutions. Over 180,000 businesses trust 1Password to help their teams securely adopt necessary SaaS and AI tools. We are looking for driven individuals to join our team and contribute to the digital safety of millions by solving complex problems in a fast-paced environment.

Requirements

6+ years of SaaS sales experience, preferably in cybersecurity with a focus on Commercial accounts.
Proven track record of meeting or exceeding sales quotas and KPIs, achieving President’s Club, top of stack ranking and KPIs.
Demonstrated experience in delivering forecasts to upward management.
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, relationship building, solution selling, negotiation, & presenting to C-Suite.
Written and verbal communication skills across email and communication tools such as Slack, and Zoom, with the demonstrated ability to make technical concepts accessible to non-technical parties.
Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management, and effectively communicate their value.
Resilient, self-motivated, and committed to consistently achieving targets while thriving in a remote environment.
Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.
Extensive experience with Salesforce, Slack, Zoom, Linkedin Sales Navigator, and Outreach.
USA-based roles only.
Successful applicants will be required to complete a background check that may consist of prior employment verification, reference checks, education confirmation, criminal background, publicly available social media, credit history, or other information, as permitted by local law.

Nice To Haves

Focus on Commercial accounts.

Responsibilities

Manage a territory including target accounts and an existing book of business with companies of 500-2,500 employees.
Hunt new business opportunities and build sales pipeline within the Commercial sector.
Drive growth within the Commercial sector.
Upsell into the existing account base, leveraging the entire product suite.
Be regularly engaged in customer-facing activities, including in-person meetings, events, and travel as required to support the territory.
Manage and grow the designated territory, focusing on acquiring new Commercial clients and expanding existing accounts.
Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing a formalized sales process (MEDPICC preferred).
Consistently meet or exceed quarterly sales quotas.
Maintain a high volume of outbound activity, including calls, emails, and meetings.
Identify and engage key decision-makers within target accounts.
Develop and close new business opportunities within the territory.
Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging understanding of Extended Access Management.
Identify opportunities and close large value deals with multiple product SKUs.
Attend industry events, trade shows, and conferences to represent 1Password, build brand presence, and build relationships with potential customers.
Interact with CISO’s, CIO’s, and other VP level-contacts, demonstrating excellent executive presence and knowledge of the cybersecurity industry.
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, optimize client engagement, and identify growth opportunities.
Cultivate multi-threaded relationships within client organizations to enhance overall account health and long-term success.
Strategically leverage Partner, Alliance, and MSP relationships to create and close opportunities.
Implement selling strategies to align solutions with client needs and objectives, focusing on their pain points and positioning solutions as essential, strategic tools.
Demonstrate a deep understanding of client pain points and position offerings as strategic solutions.
Confidently present to C-suite executives, using a consultative approach while articulating the value proposition of products and services.
Create mutual action plans to align the sales team and prospects on responsibilities, steps, and timelines for closing deals.
Lead high-stakes negotiations with a focus on driving mutually beneficial outcomes.