Account Executive, Enterprise

Responsibilities

• Manage and grow a designated territory, focusing on acquiring new Enterprise clients (2501+ employees) and expanding existing accounts.
• Develop and execute strategic territory plans, prioritizing high-potential accounts and identifying white space opportunities.
• Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, networking, and utilizing MEDDPPICC.
• Drive new business growth by navigating complex sales cycles (often 6-12 months) with multiple stakeholders, consistently meeting or exceeding annual sales quotas, maintaining high outbound activity with focus on in-person meetings, identifying key decision-makers, qualifying, developing, and closing opportunities.
• Drive organic growth by identifying upsell and cross-sell opportunities for 1Password’s Extended Access Management platform within existing accounts.
• Attend industry events, trade shows, and conferences to represent 1Password, build brand presence, and relationships.
• Stay up to date on cybersecurity trends, particularly in Identity and Access Management.
• Collaborate cross-functionally with internal teams (BDR, Solutions, Channels, Onboarding, Customer Success) to develop tailored solutions.
• Engage in multi-threaded relationships with client organizations across technical, operational, and executive stakeholders.
• Collaborate with partners and channel teams to maximize reach and co-sell.
• Implement value-based and solution selling strategies aligned with client needs.
• Present confidently to C-suite executives, articulate value proposition, create mutual action plans, and utilize negotiation skills to close deals.

Requirements

• 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.
• Advanced skills in prospecting, pipeline building, strategic account planning, value-based selling, 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.
• Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management.
• Resilient, self-motivated, committed to achieving targets in a remote environment.
• Proven team player, eager to collaborate.
• Curious and coachable, with ability to apply feedback and continuously improve.
• Proficient in Salesforce, with consistent documentation of all sales cycle stages.
• This is a field-based sales role requiring regular in-person customer-facing activities, events, and travel within the assigned territory (and occasionally outside). Must be based in the Boston metro area.
• USA-based only.

Nice-to-Haves

• Experience with MEDDPPICC.
• Proficiency with Slack, Zoom, LinkedIn Sales Navigator & Outreach.

Compensation

• Annual base salary between $121,000 and $175,000 USD.
• Commission-eligible.
• Immediate participation in benefits program (health, dental, 401k and many others).
• Generous paid time off, equity grant, and where applicable, participation in incentive programs.
• Compensation approached with fair market value and internal equity commensurate with experience and skill set.