Senior Account Executive, Commercial

Summary

Join 1Password as a Senior Account Executive and manage a territory of target accounts and existing businesses 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, leveraging Extended Access Management Identity. This is a remote opportunity in Canada or the US. Responsibilities include managing and growing your territory, building and maintaining a sales pipeline, driving new business growth, driving organic growth, closing multi-product deals, engaging in industry events, staying informed on cybersecurity trends, and collaborating cross-functionally. You will also focus on solution selling, present to C-suite executives, and lead negotiations.

Requirements

• 6+ years of SaaS sales experience, preferably in cybersecurity with a focus on Commercial accounts
• Proven track record of meeting or exceeding sales quotas and KPIs, achieving President’s Club, top of stack ranking and KPIs
• Demonstrated experience in delivering forecasts to upward management
• 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, 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, and effectively communicate their value
• Resilient, self-motivated, and committed to consistently achieving targets while thriving in a remote environment
• Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve
• Extensive experience with Salesforce, Slack, Zoom, Linkedin Sales Navigator, and Outreach

Responsibilities

• Own Your Territory: Manage and grow your designated territory, focusing on acquiring new Commercial clients and expanding existing accounts
• Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing our formalized sales process (MEDPICC preferred)
• Drive New Business Growth: Design and implement effective sales strategies to meet or exceed sales targets by
• Consistently meeting or exceeding quarterly sales quotas
• Maintaining a high volume 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
• Drive Organic Growth: Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of Extended Access Management
• Close Multi-Product Deals: Identify opportunities and close large value deals with multiple product SKUs
• Engage the Industry: Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers. Interact with CISO’s, CIOs, and other VP level-contacts, demonstrating excellent executive presence and knowledge of the cybersecurity industry
• 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, optimize client engagement, and identify growth opportunities
• Cultivate multi-threaded relationships within client organizations to enhance overall account health and long-term success
• Strategically leverage Partner, Alliance, and MSP relationships to create and close opportunities
• Focus on Solution Selling
• Implement selling strategies to align our solutions with client needs and objectives, focusing on their pain points and positioning our solutions as essential, strategic tools
• Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions
• Present and Negotiate
• Confidently present to C-suite executives, using a consultative approach while 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
• Lead high-stakes negotiations with a focus on driving mutually beneficial outcomes

Benefits

• USA-based roles only: The annual base salary for this role is between $92,000 USD and $124,000 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
• Canada-based roles only: The annual base salary for this role is between $88,000 CAD and $118,000 CAD and is commission-eligible
• The role is also eligible for immediate participation in 1Password’s generous benefits program (health, dental, RRSP 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
• We believe in the power of remote work, but we also recognize that some in-person connection with team members and customers is important to help us achieve our mission
• While we are a remote-first company, occasional travel for in-person engagement will be a part of this role
• This may include but is not limited to bi-annual department-wide offsites, quarterly department meetings and periodic customer events
• These events will typically be held in varying locations across EMEA, Canada and/or the USA
• In leadership roles, you can expect to travel once per month on average
• ���� Maternity and parental leave top-up programs
• ���� Wellness spending allowance
• ���� Generous PTO policy
• ���� Company-wide wellness days off scheduled throughout the year
• ���� Wellness Coach membership
• ���� Comprehensive health coverage
• ���� Company equity for all full-time employees
• ���� Retirement matching program
• ���� Training budget, 1Password University access, and learning sessions
• ���� Free 1Password account (and friends and family discount!)
• ���� Paid volunteer days
• ���� Employee-led DEIB programs and ERGs and ECGs
• ���� Fully remote environment
• ���� Peer-to-peer recognition through Bonusly