Account Executive, Enterprise

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 you manage a territory that includes target-accounts and an existing book of business that has companies with 3001 employees. Your primary focus is hunting new business opportunities building sales pipeline and driving growth within the Enterprise sector. You are also responsible for upselling into the existing account base leveraging our Extended Access Management platform.

Expectations of this role

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.

Current open territory locations for this role are:
(1) Kansas City/St. Louis/Chicago (2) San Francisco Bay Area (3) New York (Tri State Area)

What were looking for:

• 6 years of SaaS sales experience preferably in security with a focus on Enterprise accounts. Proven track record of meeting or exceeding sales quotas

• Demonstrated success in upselling & cross-selling to both new customers and across a book of business and in uncovering customer pain points beyond whats 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 executive presence relationship building solution selling negotiation & presenting to C-Suite

  • Value selling and delivering solutions to provide business outcomes to solve our customers biggest challenges

• Demonstrated ability to understand and articulate complex cybersecurity concepts particularly in Identity and Access Management

• Resilient self-motivated and committed to achieving targets while thriving in a remote environment

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

• Curious and coachable with a proven ability to apply feedback adapt and continuously improve

• Proficient in Salesforce with a consistent track record of accurately and comprehensively documenting all stages of the sales cycle from initial contact through close and ongoing client management.

• Experience with MEDDPPICC preferred

• Proficiency with Slack Zoom Linkedin Sales Navigator & Outreach preferred

  
  

What you can expect:

• Own Your Territory: Manage and grow your designated territory focusing on acquiring new Enterprise clients and expanding existing accounts. Develop and execute strategic territory plans prioritizing high-potential accounts and identifying white space opportunities for growth

• Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting inbound leads cold calling and networking utilizing MEDDPPICC.

• Drive New Business Growth: Design and implement effective sales strategies to:

  • Navigate complex sales cycles with multiple stakeholders often extending 6-12 months and managing large ARR opportunities.

  • Consistently meet or exceed annual sales quotas.

  • Maintain a high level of outbound activity with a primary focus on in-person meetings .

  • Identify and engage key decision-makers within target accounts.

  • Qualify develop and close new business opportunities within your territory.

• Drive Organic Growth: Identify opportunities to upsell and cross-sell 1Passwords solutions within existing accounts leveraging your understanding of our Extended Access Management platform.

• 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:

  • 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

  • Engage in multi-threaded relationships with client organizations building deep and broad engagement across technical operational and executive stakeholders to drive deal momentum and account health

  • Collaborate with partners and channel teams where applicable to maximize reach and co-sell into enterprise accounts

• Focus on Solution Selling:

  • Implement selling strategies to align our solutions with client needs and objectives

  • Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions

• Present and Negotiate:

  • Confidently present to C-suite 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

    
    

USA-based roles only: The annual base salary for this role is between $121000 USD and $175000 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.

Canada-based roles only: The annual base salary for this role is between $127000 CAD and $184000 CAD and is commission-eligible. This role is also eligible for immediate participation in 1Passwords 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 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 said1Password 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