Account Executive, Strategic Accounts (North America)

About 1Password

At 1Password, we’re 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 165,000 businesses and millions of people trust us to provide seamless, secure access to their most critical information. If you're 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.

Job Summary

As an Account Executive, you manage a territory that includes large Enterprise accounts and an existing book of business with companies with 5,001+ employees. 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 and expansion and upselling within existing accounts, leveraging our Extended Access Management platform.

Responsibilities

• 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 1Password’s 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.

Qualifications

• Experience: 10+ years of SaaS sales experience, with at least 5+ years selling into large Enterprise accounts (5,001+ employees).
• Industry Focus: Prior experience successfully navigating and selling into specific business landscapes such as healthcare, financial services, government and insurance sectors.
• Quota Achievement: Demonstrated success consistently overachieving $1M+ annual sales quotas.
• Deal Size: Proven track record of closing six- and seven-figure ACV deals involving complex buying groups.
• Specific Experience: Specific experience selling SaaS, Cyberse.

Employment Type

FullTime

Location Type

Remote