Account Executive, Enterprise — Future Opportunities (San Francisco)

About the role

This is a field-based sales role within 1Password. You will manage and grow your designated territory, focusing on acquiring new Enterprise clients and expanding existing accounts. Your primary focus is on 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.

Responsibilities

• Own Your Territory: Manage and grow your designated territory, focusing on acquiring new Enterprise clients and expanding existing accounts.
• 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.
• 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 1Password’s 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.
• 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.

Requirements

• 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 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, 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.

Qualifications

• Proven expertise in SaaS sales, especially in the security sector with a focus on Enterprise accounts.
• Strong track record of meeting or exceeding sales targets.
• Experience in upselling and cross-selling to both new and existing customers.
• Exceptional skills in prospecting, pipeline building, strategic account planning, value-based selling, and territory management.
• Excellent business acumen, executive presence, and the ability to build and maintain strong relationships with C-level executives.
• Ability to identify and address customer pain points and articulate the value of 1Password’s solutions.
• Strong problem-solving and negotiation skills.
• Ability to communicate complex cybersecurity concepts clearly and effectively.
• Self-motivation and resilience to thrive in a remote environment.
• Team-oriented mindset, willing to collaborate and achieve shared goals.
• Continuous learner with a proven ability to adapt and improve based on feedback.
• Proficiency in Salesforce and related CRM tools.
• Experience with MEDDPPICC and proficiency in Slack, Zoom, Linkedin Sales Navigator & Outreach.

Benefits

The annual base salary for this role is between $121,000 USD and $175,000 USD, and is commission-eligible. This role is also 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. 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.

Pay

The annual base salary for this role is between $121,000 USD and $175,000 USD, and is commission-eligible.

Schedule

This is a remote opportunity within the US.