Account Executive, Enterprise

Expectations of this role: This is a field-based sales role. That means you are expected to be regularly engaged in customer-facing activities, including in-person meetings, events, and other travel as required to effectively support your territory.

Your primary work location will be your home office, but your role requires a lot of mobility and flexibility. Travel within your assigned territory, and occasionally outside of it, will be a part of your job, and you are responsible for managing your schedule in a way that works for the company and you.

What we're looking for:

• 7+ years of SaaS sales experience, preferably in security with a focus on Enterprise accounts.
• Proven track record of meeting or exceeding sales quotas.
• 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.
• Business acumen, executive presence, relationship building, solution selling, negotiation, & presenting to C-Suite.
• Value selling and delivering solutions to provide business outcomes to solve our customers biggest challenges.
• 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.
• A proven team player, eager to collaborate and achieve shared goals rather than working in isolation.
• Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.
• Proficient in Salesforce, with a consistent track record of accurately and comprehensively documenting all stages of the sales cycle, from initial contact through close and ongoing client management.
• Experience with MEDDPPICC preferred.
• Proficiency with Slack, Zoom, Linkedin Sales Navigator & Outreach preferred.

What you can expect:

• Own Your Territory: Manage and grow your designated territory, focusing on acquiring new Enterprise clients and expanding existing accounts. Develop and execute strategic territory plans, prioritizing high-potential accounts and identifying white space opportunities for growth.
• Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing MEDDPPICC.
• Drive New Business Growth: Design and implement effective sales strategies to: Navigate complex sales cycles with multiple stakeholders, often extending 6-12 months, and managing large ARR opportunities. Consistently meet or exceed annual sales quotas. Maintain a high level of outbound activity with a primary focus on in-person meetings. Identify and engage key decision-makers within target accounts. Qualify, develop and close 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 our Extended Access Management platform.
• 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 with client organizations, building deep and broad engagement across technical, operational, and executive stakeholders to drive deal momentum and account health. Collaborate with partners and channel teams, where applicable, to maximize reach and co-sell into enterprise accounts.
• 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.

Compensation: USA-based roles only: The annual base salary for this role is between $121,000 USD and $175,000 USD, and is commission-eligible. This role is also immediate participation in 1Password's benefits program (health, dental, 401k and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.

At 1Password, we approach each individual's compensation with a promise of fair market value and internal equity commensurate with experience and specific skill set.