Account Executive

Summary

Join a remote team at 1Password as a Sales Representative for the EMEA market, responsible for growing and expanding existing accounts in the ENT sector.

Responsibilities

• Manage and grow your designated geographical region or country within EMEA, focusing on acquiring new ENT clients and expanding existing accounts
• Build and maintain a healthy sales pipeline through proactive prospecting (cold calling, and networking), supplemented with inbound leads and effective pipeline development inline with our sales methodology
• Drive New Business Growth: Key Activities for effective sales strategies to meet and exceed sales targets including
• Strategic Territory Segmentation: Refine client targeting by segmenting against Ideal Customer Profiles (ICPs) that align with enterprise needs and priorities
• Contextual Business Understanding & Multithreading: Develop deep insights into the enterprise's structure, key decision-makers, and buying processes. Implement multithreading to engage various stakeholders across departments, ensuring broad influence and deeper engagement
• Excellence in Outbound & Pipeline Generation: Leverage a combination of self-generated outreach, BDR collaboration, and marketing-driven initiatives to consistently build a high-quality pipeline
• Tailored Discovery & Scoping: Align 1Password’s value to the enterprise's unique challenges through comprehensive discovery and scoping, ensuring that proposed solutions are relevant and impactful at scale
• Continuous Improvement via Coaching : Maintain a growth mindset by actively participating in high-quality coaching sessions, driving incremental improvements in sales performance weekly
• Drive Organic Growth: Identify opportunities to expand and cross-sell 1Password’s solutions within existing accounts by building key stakeholder relationships and leveraging your understanding of Extended Access Management
• 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
• Internal Collaboration: Foster strong partnerships with internal teams such as BDR, Solutions, Channels, Onboarding, and Customer Success to craft tailored solutions that address the complex needs of enterprise clients, ensuring alignment across the customer journey
• Multithreaded Client Engagement: Develop and maintain relationships across multiple stakeholders within enterprise client organizations, including C-level, IT, and security teams. This approach ensures a comprehensive understanding of the client's business, enhancing account health and expanding long-term value
• Focus on Solution-Driven Selling
• Implement 1Password methodology to ensure our solutions are strategically aligned with client goals and tailored to their specific needs
• Demonstrate a comprehensive understanding of client challenges, and position our offerings as impactful, customized solutions that drive value and outcomes
• Present and Negotiate
• Confidently present to 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