Account Executive, Commercial

1Password Remote US Full-time

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 165,000 businesses and millions of people trust us to provide seamless, secure access to their most critical information. 
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 1,000 – 3000 employees. Your primary focus is hunting new business opportunities, building sales pipeline, and driving growth within the Commercial 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 United States.

What we’re looking for:

  • 4+ years of SaaS sales experience, preferably in security with a focus on Commercial accounts OR top performance in SMB and ready to step up.
  • Proven track record of meeting or exceeding sales quotas and KPIs.
  • 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
  • Proficient 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, 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.
  • Resilient, self-motivated, and committed to achieving targets while thriving in a remote environment.
  • Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.
  • Demonstrated experience partnering with channel resellers experience working with resellers (enabling, account mapping, relationship building)
  • Preferred: Proficiency with Salesforce, Slack, Zoom, Linkedin Sales Navigator & Outreach.

What you can expect:

  • Own Your Territory: Manage and grow your designated territory, focusing on acquiring new Commercial clients and expanding existing accounts.
  • Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing our formalized sales process (MEDPICC preferred).
  • Drive New Business Growth: Design and implement effective sales strategies to meet or exceed sales targets by:
  • Consistently meeting or exceeding quarterly sales quotas.
  • Maintaining a high level of outbound activity, including calls, emails, and meetings.
  • Identifying and engaging key decision-makers within target accounts.
  • Developing and closing 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 Extended Access Management.
  • 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 within client organizations to enhance overall account health.
  • 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.