Account Executive, Strategic Accounts

1Password is growing faster than ever. Weve surpassed $400M in ARR and were continuing to accelerate earning a spot on the Forbes Cloud 100 for four years in a row and teaming up with iconic partners like Oracle Red Bull Racing and the Utah Mammoth.

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 180000 businesses from Fortune 100 leaders to the worlds most innovative AI companies trust 1Password to help their teams securely adopt the SaaS and AI tools they need to do their best work.

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.

As an Account Executive Strategic Accounts you will target and sell to large Enterprise accounts based West of the Mississippi. Your primary focus is hunting new business opportunities building sales pipeline and driving growth within this sector. You play a vital role in driving a significant share of revenue through new logo acquisition leveraging our Extended Access Management platform.

Expectations:

This is a field-based sales role. That means you are expected to be regularly engaged in customer-facing activities including in-person meetings events and other travel as required to effectively support your territory.

Your primary work location will be your home office but your role requires a lot of mobility and flexibility. Travel within your assigned territory and occasionally outside of it will be a part of your job and you are responsible for managing your schedule in a way that works for the company and you.

Candidates must be based in either San Francisco/Bay Area OR Los Angeles/Orange County.

What were looking for:

• 10 years of SaaS sales experience with at least 5 years selling into large Enterprise accounts (5001 employees)

• Prior experience successfully navigating and selling into specific business landscapes such as healthcare financial services government and insurance sectors.

• Demonstrated success consistently overachieving $1M annual sales quotas

• Proven track record of closing six- and seven-figure ACV deals involving complex buying groups

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

• Expertise in strategic account planning territory management and executive-level engagement

• Deep proficiency in value-based consultative and solution selling.

• Strong executive presence excellent listening skills and a demonstrated ability to build ROI-driven business cases

• Experience leveraging partners alliances and channels in Enterprise sales motions

• Proficiency in Salesforce Outreach LinkedIn Sales Navigator Slack Zoom and other modern sales tech. Has a consistent track record of accurately and comprehensively documenting all stages of the sales cycle from initial contact through close and ongoing client management.

• Highly resilient proactive and growth-minded with a passion for cybersecurity

• A proven team player eager to collaborate and achieve shared goals rather than working in isolation.

• Preferred: Experience with MEDDPPICC; familiarity with Force Management frameworks Challenger Sale or Target Account Selling methodologies

What you can expect:

• Strategic Territory Ownership: Establish a long-term vision and strategic account plans to drive pipeline generation whitespace growth and multi-threaded relationships across client organizations.

• New Business and Expansion: Land adopt expand and deepen relationships within Enterprise accounts through new logo acquisition and upgrade/cross-sell motions.

• Complex Deal Management: Lead long sales cycles (6-12 months) with large ARRi ($250K) quarterbacking internal and external stakeholders toward mutual action plans and successful outcomes.

• Executive Engagement: Build trusted advisor relationships with C-level executives positioning 1Passwords Extended Access Management platform as a strategic business solution while leveraging existing C-suite relationships to drive ARRi growth.

• Thought Leadership: Serve as a thought leader in the Extended Access Management space bringing cybersecurity and Identity Access Management expertise to customer conversations.

• Cross-Functional Collaboration: Work collaboratively with BDRs Solutions Engineers Customer Success Channels and Alliances teams to maximize account impact.

• Partner & Channel Strategy: Leverage partners channels and alliances to extend reach and drive more efficient deal execution.

• Pipeline Discipline: Operates with rigor in pipeline management Salesforce hygiene forecasting accuracy and MEDDPICC (Force Management or Challenger methodologies also valued). Maintain meticulous Salesforce hygiene including regular updates to Next Steps committed deals deal stages and opportunity health.

• Industry Engagement: Attend industry events trade shows and conferences to represent 1Password strengthen brand presence and build relationships with potential customers.

• Continuous Improvement: Actively participate in internal deal reviews peer coaching and strategic planning sessions to refine skills and share best practices.

USA-based roles only: The annual base salary for this role is between $155000 USD and $225000 USD plus 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.

Note: All go-to market roles will have an in-person onboarding in Toronto.

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.

This posting is for an existing vacancy.

1Password uses artificial intelligence (AI) and machine learning (ML) technologies including natural language processing and predictive analytics to assist in the initial screening of employment applications and improve our recruitment process. See here for the latest third party bias audit information. If you prefer not to have your application assessed using AI/ML features you may opt out by completing this form. For additional information see our Candidate Privacy Notice.

Required Experience:

IC