Account Executive, SMB
Own and grow an SMB sales territory by building pipeline, closing new business, and expanding customer relationships through value-based cybersecurity solutions. The role requires at least two years of SaaS sales experience, quota attainment, outbound prospecting, and knowledge of Identity and Access Management.
About the job
Responsibilities
- Own and grow a territory of target accounts and existing customers with up to 1,000 employees.
- Define an Ideal Customer Profile and prioritize opportunities based on customer needs and business potential.
- Build and maintain pipeline through outbound prospecting, inbound follow-up, cold calling, networking, and account planning.
- Meet or exceed monthly and quarterly sales targets by developing, advancing, and closing new business.
- Expand existing customer relationships through upselling and cross-selling additional 1Password solutions, including Extended Access Management.
- Use a structured sales process to uncover pain points, align solutions to business outcomes, and create mutual action plans.
- Present to stakeholders and decision-makers, handle objections, and negotiate mutually beneficial outcomes.
- Collaborate with Business Development Representatives, Solutions, Channels, Onboarding, Customer Success, and channel partners.
- Stay current on cybersecurity and Identity and Access Management trends and use relevant tools, including artificial intelligence, to improve sales effectiveness.
Requirements
- 2+ years of Software as a Service sales experience, ideally selling security solutions to SMB or mid-market customers; alternatively, high-performing BDR experience with strong outbound results and readiness to transition to an Account Executive role.
- Track record of meeting or exceeding sales quotas and key performance indicators, with clear ownership of results.
- Experience building pipeline through outbound prospecting, cold calling, inbound leads, networking, and account planning.
- Experience managing new business and expansion opportunities, including upselling and cross-selling.
- Strong solution-selling, negotiation, forecasting, presentation, and written and verbal communication skills.
- Ability to explain technical concepts to non-technical audiences.
- Ability to understand and explain cybersecurity concepts, particularly Identity and Access Management, in the context of customer needs.
Nice-to-haves
- Experience with MEDDPPICC or another structured qualification framework.
- Experience with Salesforce, Slack, Zoom, LinkedIn Sales Navigator, or Outreach.
Compensation and Benefits
- Annual base salary of $65,000 CAD–$91,000 CAD, plus commission eligibility.
- Benefits including health, dental, RRSP, paid time off, equity grant, and applicable incentive programs.
Skills
SaaS Sales, Cybersecurity, Identity And Access Management, Solution Selling, Negotiation, Sales Forecasting, Salesforce, Meddppicc, Slack, Zoom, LinkedIn Sales Navigator, Outreach, Cold Calling, Account Planning, Artificial Intelligence
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