Responsibilities
Own & Orchestrate Strategic Enterprise Accounts
- Manage a portfolio of high-value Enterprise customers with complex stakeholder environments.
- Develop and lead multi-year Success Plans aligned to executive security priorities and digital transformation initiatives.
- Build and sustain multi-threaded relationships across CISO, CIO, IT, Security, Risk, and executive leadership teams.
- Establish 1Password as a strategic pillar within the customer's Identity and Access Management ecosystem.
Drive Executive-Level Value Realization
- Lead executive business reviews and strategic roadmap alignment sessions.
- Connect product adoption to measurable security posture improvements, risk reduction, and operational efficiency.
- Influence customer security strategy through consultative guidance and industry-informed insights.
Lead Revenue Strategy & Complex Renewals
- Own gross and net revenue retention across Enterprise portfolio.
- Orchestrate complex, multi-year renewal strategies involving procurement, security, and executive stakeholders.
- Identify and lead expansion opportunities across business units, subsidiaries, and global teams.
- Partner with Account Executives on strategic account planning and large, multi-product growth motions.
Operate as a Strategic Leader
- Deliver accurate executive-level forecasting and risk analysis.
- Leverage advanced data insights to inform retention and expansion strategies.
- Surface enterprise-level trends and customer intelligence to influence Product and GTM strategy.
- Mentor Senior and Customer Success Managers, contributing to leveling, best practices, and performance excellence.
Shape Organizational Impact
- Lead or contribute to cross-functional initiatives that improve NRR, enterprise adoption, and operational rigor.
- Represent Customer Success in executive forums and cross-department strategy discussions.
- Contribute to thought leadership content, industry events, or customer advisory boards when applicable.
Requirements
- 10+ years of Customer Success, Technical Account Management, or Enterprise Account Management experience in SaaS, preferably within cybersecurity, Identity & Access Management, or enterprise security platforms.
- Proven track record of owning and exceeding net revenue retention targets across large Enterprise accounts.
- Demonstrated success managing complex, global accounts with multi-million dollar ARR and multi-year agreements.
- Experience delivering executive-level forecasts and portfolio insights to senior leadership.
- Demonstrated success driving strategic upsell and cross-sell initiatives across global organizations.
- Experience engaging directly with CISOs and executive security stakeholders in consultative discussions.
- Advanced understanding of Identity & Access Management, Zero Trust architecture, access governance, and modern enterprise security frameworks.
- Ability to articulate how Extended Access Management integrates within broader enterprise security ecosystems (e.g., SSO, MFA, lifecycle management, device trust).
- Operational rigor in forecasting, executive reporting, health scoring, and portfolio risk analysis; advanced proficiency in Salesforce, Gainsight (or equivalent CSP), and enterprise productivity tools.
- Exceptional written and verbal communication skills with the ability to synthesize complex technical and strategic information into clear executive narratives.
- Demonstrated ability to leverage AI tools for strategic research, executive brief preparation, customer health modeling, and workflow optimization.
- Strong leadership presence, mentoring capability, and ability to influence without authority across cross-functional teams.
Nice-to-Haves
- Enterprise account strategy, executive stakeholder alignment, and multi-year value realization planning across complex global organizations.
- Deep commercial acumen with demonstrated ownership of NRR, expansion pipeline influence, and large-scale renewal orchestration.
- Executive presence with the ability to confidently lead C-suite conversations and influence enterprise security strategy.
1PasswordUnited States
