Remote SMB Account Executive

Summary

Join the EMEA Sales team at 1Password as an SMB Account Executive to manage a territory, build sales pipeline, and drive growth within the SMB sector.

Requirements

• 2+ years of SaaS sales experience, preferably in security with a focus on SMB accounts OR a top performing BDR with outbound experience and ready to step up
• Experience owning a geographical territory or country within EMEA
• Proven track record of meeting or exceeding sales quotas and KPIs
• Solid sales skills in prospecting, pipeline building, strategic account planning, solution-based selling, and territory management, with meticulous operating rigor in pipeline management, forecasting, and pacing to target
• 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 business acumen, negotiation, relationship building, communication & presentation skills to C-Suite
• Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management
• Self-motivated, driven, and able to work independently in a remote setting

Responsibilities

• Manage and grow your designated geographical region or country within EMEA, focusing on acquiring new SMB 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
• Design and implement effective sales strategies to meet or exceed sales targets, including: Outstanding territory segmentation to segment clients against Ideal Custom Profiles - Capability to understand the context of a business and its decision makers in order to develop customised messaging
• Consistent excellence at Outbound including self generated, BDR partnership and marketing engagement - Commitment to develop pipeline inline with 1Password's Sales Methodology, ensuring high quality discovery and scoping to maximise 1Password's value in the eyes of the customer
• A genuine curiosity and growth mindset to improve weekly through high quality coaching
• 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 Effective, 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 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
• 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

Preferred Qualifications

Preferable proficiency with Salesforce, Slack, Zoom, Linkedin Sales Navigator & Outreach

Benefits

• Maternity and parental leave top-up programs
• Wellness spending account
• Generous PTO policy
• Company-wide wellness days off scheduled throughout the year
• Wellness Coach membership
• Comprehensive health coverage
• Employee stock option program 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