Director, SMB Sales

About 1Password

At 1Password were building the foundation for a safe productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic every application sign-in is secure and every device is trusted. We innovated the market-leading enterprise password manager and pioneered Extended Access Management a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity we take a human-centric approach in everything from product strategy to user experience. Over 165000 businesses and millions of people trust us to provide seamless secure access to their most critical information.

If youre excited about the opportunity to contribute to the digital safety of millions to work alongside a team of curious driven individuals and to solve hard problems in a fast-paced dynamic environment then we want to hear from you. Come join us and help shape a safer simpler digital future.

Were looking for a Director of SMB Sales to lead a critical and high-velocity segment within our Go-to-Market organization. This role will own the SMB customer segment (organizations with up to 1000 employees) overseeing a sizable multi-layered sales team that includes both frontline leaders and a large group of quota-carrying Account Executives.

This leader will drive top-line growth while building foundational sales rigor operational excellence and a high-performance culture. Our SMB function plays a key role as a talent development engine for 1Passwords sales organization requiring a leader who is passionate about coaching early-career sellers and scaling people process and performance in parallel.

We are still in build mode. This role is ideal for someone who thrives in fast-paced evolving environments and is energized by developing strong leaders creating structure and being deeply embedded in the work alongside their teams.

Expectations of this role

While currently designated as a remote role this role will eventually be designated as an in-office role based out of Austin. You will be expected to work from 1Passwords Austin location on a full-time basis (3-5 days/week).

What You Can Expect:

• Own and grow the SMB sales segment driving top-line performance forecasting accuracy operational efficiency and scaling through partners.
  

• Lead coach and develop a team of sales managers and account executives fostering a culture of high performance accountability and customer-centricity.
  

• Refine and execute a scalable sales strategy for the SMB market aligning closely with marketing and operations to improve lead conversion pipeline velocity and retention.
  

• Use data to drive decisions optimizing processes territory planning and team structure for efficiency and impact.
  

• Partner with Revenue Operations to define KPIs sales dashboards and comp plans aligned with business objectives.
  

• Collaborate with Product and GTM teams to ensure feedback loops from customers inform our roadmap and positioning.
  

• Champion 1Passwords values and ensure the SMB team is aligned with our mission and customer promise.

What Were Looking For:

• 8 years of B2B SaaS sales leadership experience including 3 years in a senior leadership role with direct oversight of front line sales managers and quota-carrying teams.

• Specific experience selling SaaS Cybersecurity Identity and Access Management and/or other Cloud solutions.

• Established experience scaling SMB sales teams driving net new revenue through expansion cross sell and new logos.

• Experience transitioning from single product to solution working in a fast-paced high-growth environment and delivering consistent predictable revenue growth.

• Experience building SMB business with and through partners alliances and channels.

• Strong analytical mindset comfortable interpreting data and using it to inform strategy and coaching.

• Passion for talent development and building inclusive high-performing cultures.

• Excellent communication collaboration and cross-functional influence skills.

• Strong Familiarity with sales tools like Salesforce Gong Outreach and Clari is a plus.

• Proven ability to drive performance and deal progression through hands-on sales coaching with deep expertise in the MEDDPICC methodology.
  
  

USA-based roles only: The annual base salary for this role is between $140000 USD and $190000 USD and is commission-eligible. This role is also immediate participation in 1Passwords 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.

At 1Password we approach each individuals compensation with a promise of fair market value and internal equity commensurate with experience and specific skill set.

Our culture

At 1Password we prioritize collaboration clear and transparent communication receptiveness to feedback and alignment with our core values: keep it simple lead with honesty and put people first.

Youll be part of a team that challenges the status quo and is excited to experiment and iterate in search of the best solution. That said 1Password is not for everyone. Our work is demanding we strive for excellence and the pace is fast. We need people who are keen to take on challenging problems who seek feedback to grow and who are driven to make an impact. If youre looking for a place where you can settle into a comfortable routine this might not be the right fit for you. Were looking for individuals who are proven experts in their fields as well as those who are highly adaptable can thrive in ambiguity and through change are curious and above all deliver results.

We are committed to leveraging cutting-edge technologyincluding AIto achieve our mission. We also understand that thinking critically about AI in its current forms will help us create better solutions for our customers and ourselves with its future forms which will help us continue to close the gap between security and privacy and achieve our mission. We want team members at all levels to take the approach of actively learning AI best practices identifying opportunities to apply AI in meaningful ways and driving innovative solutions in their daily work. Embracing the future of AI isnt just encouraged at 1Passwordits an essential part of how we will be successful at 1Password.

Our approach to work

We recognize the power of both in person collaboration and remote work. Some roles are designated as remote-first with an expectation that individuals work from their homes majority of the time while others are designated as in-office roles with an expectation of being on-site on a regular basis. We recognize that certain roles benefit from regular in-person connection to support collaboration team cohesion and customer engagement.

For all roles occasional travel may be required. This includes things like: department-wide offsites quarterly department meetings and periodic customer events. These events are typically held in varying locations across Canada USA and/or leadership roles you can expect to travel once per month on average.

What we offer

We believe in working hard and rewarding that hard work through our benefits. While not an exhaustive list here is a glance at what we currently offer:

Health and wellbeing

Maternity and parental leave top-up programs

Generous PTO policy

Four company-wide wellness days

Growth and future

Company equity for all full-time employees

Retirement matching program

Free 1Password account

Community

Paid volunteer days

Employee-led inclusion and belonging programs and ERGs

Peer-to-peer recognition through Bonusly

You belong here.

1Password is proud to be an equal opportunity employer. We are committed to fostering an inclusive diverse and equitable workplace that is built on trust support and respect. We welcome all individuals and do not discriminate on the basis of gender identity and expression race ethnicity disability sexual orientation colour religion creed gender national origin age marital status pregnancy sex citizenship education languages spoken or veteran status. Be yourself find your people and share the things you love.

Accommodation is available upon request at any point during our recruitment process. If you require an accommodation please speak to your talent acquisition partner or email us at and well work to meet your needs.

Remote work is a part of our DNA. Given that our company was founded remotely in 2005 we can safely say were experts at building remote culture. That said remote work at 1Password does mean working from your home country. If youve got questions or concerns about this your talent partner would be happy to address them with you.

Successful applicants will be required to complete a background check that may consist of prior employment verification reference checks education confirmation criminal background publicly available social media credit history or other information as permitted by local law.

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