Account Executive, Commercial at 1Password
United States
$89k - $109k
<p><em><strong>1Password is growing faster than ever. </strong>We’ve surpassed $400M in ARR and we’re 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.</em></p><p></p><p><strong>About 1Password</strong></p><p><em>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 180,000 businesses, from Fortune 100 leaders to the world’s most innovative AI companies, trust 1Password to help their teams securely adopt the SaaS and AI tools they need to do their best work.</em></p><p></p><p><em>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.</em></p><p></p><p>As an 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 platform. </p><p></p><p><strong>Expectations of this role</strong></p><p>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. </p><p>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.</p><p></p><p>Current open territory locations for this role are:<br/>Los Angeles/Orange County/San Diego </p><p></p><p><strong>What we're looking for:</strong></p><ul><li><p>4+ years of SaaS sales experience, preferably in security with a focus on Commercial accounts OR top performance in SMB and ready to step up.</p></li></ul><ul><li><p>Proven track record of meeting or exceeding sales quotas and KPIs.</p></li><li><p>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</p></li><li><p>Proficient skills in:</p><ul><li><p>Outbound prospecting, pipeline building, strategic account planning, value-based selling, and territory management, with meticulous operating rigor in pipeline management, forecasting, and pacing to target</p></li><li><p>Business acumen, relationship building, solution selling, negotiation, & presenting to C-Suite</p></li><li><p>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.</p></li></ul></li><li><p>Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management.</p></li><li><p>Resilient, self-motivated, and committed to achieving targets while thriving in a remote environment.</p></li><li><p>A proven team player, eager to collaborate and achieve shared goals rather than working in isolation.</p></li><li><p>Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.</p></li><li><p>Experience with the MEDDPPICC sales methodology or other rigorous qualification frameworks preferred</p></li><li><p>Preferred: Demonstrated experience partnering with channel resellers experience working with resellers (enabling, account mapping, relationship building)</p></li><li><p>Preferred: Proficiency with Salesforce, Slack, Zoom, Linkedin Sales Navigator & Outreach.</p></li></ul><p></p><p><strong>What you can expect:</strong></p><ul><li><p><strong>Own Your Territory: </strong>Manage and grow your designated territory, focusing on acquiring new Commercial clients and expanding existing accounts.</p></li><li><p><strong>Manage Pipeline:</strong> Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing our formalized sales process, MEDDPPICC..</p></li><li><p><strong>Drive New Business Growth:</strong> Design and implement effective sales strategies to meet or exceed sales targets by:</p><ul><li><p>Consistently meeting or exceeding quarterly sales quotas.</p></li><li><p>Maintaining a high level of outbound activity, including calls, emails, and meetings.</p></li><li><p>Identifying and engaging key decision-makers within target accounts.</p></li><li><p>Developing and closing new business opportunities within your territory.</p></li></ul></li><li><p><strong>Drive Organic Growth:</strong> Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of Extended Access Management.</p></li><li><p><strong>Engage the Industry: </strong>Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers</p></li><li><p><strong>Stay Informed:</strong> 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.</p></li><li><p><strong>Collaborate Cross-Functionally:</strong></p><ul><li><p>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.</p></li><li><p>Engage in multi-threaded relationships within client organizations to enhance overall account health.</p></li></ul></li><li><p><strong>Focus on Solution Selling:</strong></p><ul><li><p>Implement selling strategies to align our solutions with client needs and objectives.</p></li><li><p>Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions.</p></li></ul></li><li><p><strong>Present and Negotiate:</strong></p><ul><li><p>Confidently present to C-suite executives, articulating the value proposition of our products and services.</p></li><li><p>Create mutual action plans to align the sales team and prospects on responsibilities, steps and timelines for closing deals.</p></li><li><p>Utilize effective negotiation skills to drive mutually beneficial outcomes.</p></li></ul></li></ul><p></p><p></p><p>USA-based roles only: The annual base salary for this role is between $89,000 USD and $109,000 USD and is commission-eligible. The role is also eligible for 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.</p><p></p><p>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.</p><p><br/></p><p><strong>Our culture </strong></p><p>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. </p><p></p><p>You’ll be part of a team that challenges the status quo, and is excited to experiment and iterate in search of the best solution. That said, <em>1Password is not for everyone</em>. 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 you're looking for a place where you can settle into a comfortable routine, this might not be the right fit for you. We’re 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. <br/></p><p>We are committed to leveraging cutting-edge technology—including AI—to 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 isn't just encouraged at 1Password—it's an essential part of how we will be successful at 1Password.</p><p><br/></p><p><strong>Our approach to work</strong></p><p>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.</p><p></p><p>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 EMEA. In leadership roles, you can expect to travel once per month on average.</p><p></p><p>Note: All go-to market roles will have an in-person onboarding in Toronto.<br/></p><p></p><p><strong>What we offer</strong></p><p>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: </p><p></p><p><em>Health and wellbeing</em></p><p>👶 Maternity and parental leave top-up programs</p><p>🏝 Generous PTO policy </p><p>💖 Four company-wide wellness days <br/></p><p><em> Growth and future </em></p><p>📈 Company equity for all full-time employees</p><p>💸 Retirement matching program</p><p>🔑 Free 1Password account</p><p></p><p><em>Community </em></p><p>🤝 Paid volunteer days </p><p>🌎 Employee-led inclusion and belonging programs and ERGs</p><p>🏆 Peer-to-peer recognition through Bonusly</p><p></p><p><strong>You belong here.</strong></p><p></p><p><em>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.</em></p><p></p><p><em>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 nextbit@agilebits.com and we’ll work to meet your needs.</em></p><p></p><p><em>Remote work is a part of our DNA. Given that our company was founded remotely in 2005, we can safely say we're experts at building remote culture. That said, remote work at 1Password does mean working from your home country. If you've got questions or concerns about this, your talent partner would be happy to address them with you.</em></p><p></p><p><em>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.</em></p><p></p><p><em>This posting is for an existing vacancy.</em></p><p></p><p><em>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 </em><a href="https://www.ashbyhq.com/downloadables/ashby-bias-audit-08-2024.pdf" rel="noopener noreferrer nofollow" target="_blank"><em><u>here</u></em></a><em> 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 </em><a href="https://jobs.ashbyhq.com/1password/automation-notice" rel="noopener noreferrer nofollow" target="_blank"><em><u>this form</u></em></a><em>. For additional information see our </em><a href="https://1password.com/files/candidate-privacy-notice.pdf" rel="noopener noreferrer nofollow" target="_blank"><em><u>Candidate Privacy Notice</u></em></a><em>.</em></p>
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