Account Executive Commercial

Summary

Join 1Password as an Account Executive and manage a territory of target accounts with 1,000-3,000 employees. Focus on hunting new business opportunities, building sales pipelines, and driving growth within the Commercial sector. You will also upsell to existing accounts using the Extended Access Management platform. This is a remote opportunity within the United States. The role requires 4+ years of SaaS sales experience, preferably in security, and a proven track record of exceeding sales quotas. You will need strong communication and presentation skills, along with the ability to understand and articulate complex cybersecurity concepts. The position offers a competitive salary, benefits, and equity.

Requirements

• 4+ years of SaaS sales experience, preferably in security with a focus on Commercial accounts OR top performance in SMB and ready to step up
• Proven track record of meeting or exceeding sales quotas and KPIs
• 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
• Proficient 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 and communication tools such as Slack, and Zoom, with the demonstrated 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 achieving targets while thriving in a remote environment
• Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve
• Demonstrated experience partnering with channel resellers experience working with resellers (enabling, account mapping, relationship building)

Responsibilities

• Manage and grow your designated territory, focusing on acquiring new Commercial clients and expanding existing accounts
• Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing our formalized sales process (MEDPICC preferred)
• Design and implement effective sales strategies to meet or exceed sales targets by
• Consistently meeting or exceeding quarterly sales quotas
• Maintaining a high level of outbound activity, including calls, emails, and meetings
• Identifying and engaging key decision-makers within target accounts
• Developing and closing new business opportunities within your territory
• Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of Extended Access Management
• Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers
• 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
• 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 within client organizations to enhance overall account health
• 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
• 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

Preferred Qualifications

Proficiency with Salesforce, Slack, Zoom, Linkedin Sales Navigator & Outreach

Benefits

• The annual base salary for this role is between $89,000 USD and $109,000 USD and is commission-eligible
• The role is also eligible for 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
• Maternity and parental leave top-up programs
• Generous PTO policy
• Four company-wide wellness days
• Company equity for all full-time employees
• Retirement matching program
• Free 1Password account
• Paid volunteer days
• Employee-led inclusion and belonging programs and ERGs
• Peer-to-peer recognition through Bonusly