Senior Account Executive

Responsibilities

• Manage and grow a designated territory, focusing on acquiring new Commercial clients (companies with 500-2,500 employees) and expanding existing accounts.
• Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing the formalized sales process (MEDPICC preferred).
• Design and implement effective sales strategies to meet or exceed sales targets by consistently meeting quarterly sales quotas, maintaining high outbound activity, identifying key decision-makers, and developing/closing new business opportunities.
• Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts.
• 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 CISOs, CIOs, and VP-level contacts.
• Stay up to date on cybersecurity trends and developments, particularly in Identity and Access Management.
• Collaborate cross-functionally with internal teams (e.g., BDR, Solutions, Channels, Onboarding, Customer Success) to develop tailored solutions, optimize client engagement, and identify growth opportunities.
• Cultivate multi-threaded relationships within client organizations.
• Strategically leverage Partner, Alliance, and MSP relationships to create and close opportunities.
• Implement solution selling strategies to align offerings with client needs, focusing on pain points.
• Confidently present to C-suite executives using a consultative approach.
• Create mutual action plans and lead high-stakes negotiations.

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 or top rankings.
• 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.
• 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.
• Business acumen, relationship building, solution selling, negotiation, & presenting to C-Suite.
• Written and verbal communication skills across email, Slack, and Zoom, with the 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 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.
• This is a field-based sales role requiring regular customer-facing activities, in-person meetings, events, and travel. Must be based in California, preferably in the San Francisco Bay Area, Los Angeles, Orange County, or San Diego. Primary work location is home office with high mobility and flexibility.

Compensation

• The annual base salary for this role is between $96,000 USD and $139,000 USD, and is commission-eligible.
• Immediate participation in 1Password's benefits program (health, dental, 401k and many others), utilization of generous paid time off, an equity grant and, where applicable, participation in incentive programs.
• Compensation approached with a promise of fair market value and internal equity commensurate with experience and specific skill set.