Note: The job is a remote job and is open to candidates in USA. 1Password is a leading cybersecurity company that focuses on building a safe and productive digital future. They are seeking an Account Executive to manage a territory targeting enterprise accounts, focusing on hunting new business opportunities and driving growth within the Enterprise sector.
Responsibilities
- 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
- Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing MEDDPPICC
- 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
- Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of our Extended Access Management platform
- 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 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
- 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
- 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
Skills
- 7+ 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
- Proficiency with Slack, Zoom, Linkedin Sales Navigator & Outreach
Benefits
- Immediate participation in 1Password's benefits program (health, dental, 401k and many others)
- Utilization of our generous paid time off
- An equity grant
- Where applicable, participation in our incentive programs
- Maternity and parental leave top-up programs
- Competitive health benefits
- Generous PTO policy
- RSU program for most employees
- Retirement matching program
- Free 1Password account
- Paid volunteer days
- Peer-to-peer recognition through Bonusly
- Remote-first work environment
Company Overview
1Password operates as a password manager for documents, credit card information, and addresses. It was founded in 2005, and is headquartered in Toronto, Ontario, CAN, with a workforce of 1001-5000 employees. Its website is https://1password.com.