Senior Account Executive - Commercial- Southeast

1Password

1d•$96,000 - $139,000•Remote

About The Position

1Password is a growing company that has surpassed $400M in ARR and is accelerating, earning a spot on the Forbes Cloud 100 for four years in a row. The company's 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. 1Password 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 to do their best work. This role is for individuals excited about contributing to the digital safety of millions, working alongside a team of curious, driven individuals, and solving hard problems in a fast-paced, dynamic environment. As a Senior Account Executive- Commercial, you will manage a territory that includes target accounts and an existing book of business with companies ranging from 500 to 2,500 employees. Your primary focus will be hunting new business opportunities, building sales pipeline, and driving growth within the Commercial sector. You will also be responsible for upselling into the existing account base, leveraging the entire product suite. Across Go-To-Market (GTM) teams, 1Password is transforming the way work is done with AI, expecting every seller, CSM, and team member to become a power user, using AI daily to work smarter and move faster. AI is embedded in operations, from real-time coaching to surfacing insights, creating more time for meaningful customer engagement. This role is for individuals excited to reshape how they think, make decisions, and drive growth with AI.

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.
Candidates MUST be based in the Mid Atlantic or Southeast. Preferably; Washington D.C., Richmond, Charlotte, Charleston, Raleigh-Durham or Atlanta.
This is a field-based sales role. Expected to be regularly engaged in customer-facing activities, including in-person meetings, events, and other travel as required to effectively support your territory.
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 cybersecurity with a focus on Commercial accounts.

Responsibilities

Manage and grow a 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).
Design and implement effective sales strategies to meet or exceed sales targets by consistently meeting or exceeding quarterly sales quotas, maintaining a high volume of outbound activity, identifying and engaging key decision-makers, and developing and closing new business opportunities.
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, CIOs, 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 offerings 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.

Benefits

Competitive health benefits
Maternity and parental leave top-up programs
Generous PTO policy
RSU program for most employees
Retirement matching program
Free 1Password account
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)
Utilization of our generous paid time off
An equity grant
Participation in our incentive programs