Senior Account Executive, Commercial

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.

Employment Type: FullTime

Role Overview

As a Senior Account Executive, you manage a territory that includes target-accounts and an existing book of business that has companies with 1,000 - 3000 employees. Your primary focus is hunting new business opportunities, building sales pipeline, and driving growth within the Commercial sector. You are also responsible for upselling into the existing account base, leveraging our Extended Access Management Identity. This is a remote opportunity within the US.

What we're looking for

• Experience: 6+ years of SaaS sales experience, preferably in cybersecurity with a focus on Commercial accounts.
• Sales Performance: Proven track record of meeting or exceeding sales quotas and KPIs, achieving President’s Club, top of stack ranking and KPIs.
• Forecasting: Demonstrated experience in delivering forecasts to upward management.
• Upselling & Cross-selling: 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.
• Skills:
  • Advanced Skills: 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: Relationship building, solution selling, negotiation, & presenting to C-Suite.
  • Communication: Written and verbal communication skills across email and communication tools such as Slack, and Zoom, with the demonstrated ability to make technical concepts accessible to non-technical parties.
  • Cybersecurity Knowledge: Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management, and effectively communicate their value.
• Personal Attributes:
  • Resilient, self-motivated, and committed to consistently achieving targets while thriving in a remote environment.
  • Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.
• Tools: Extensive experience with Salesforce, Slack, Zoom, Linkedin Sales Navigator, and Outreach.

What you can expect

• Territory Management: Own Your Territory: Manage and grow your designated territory, focusing on acquiring new Commercial clients and expanding existing accounts.
• Pipeline Management: Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing our formalized sales process (MEDPICC preferred).
• New Business Growth: Drive New Business Growth: Design and implement effective sales strategies to meet or exceed sales targets by:
  • Consistently meeting or exceeding quarterly sales quotas.
  • Maintaining a high volume of outbound activity, including calls, emails, and meetings.
  • Identifying and engaging key decision-makers within target accounts.
  • Developing and closing new business opportunities within your territory.
• Organic Growth: Drive Organic Growth: Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of Extended Access Management.
• Deal Closing: Close Multi-Product Deals: Identify opportunities and close large value deals.