Senior Account Executive, Commercial

About 1Password:We all have important information we need to manage, and protecting it should be easy. Over 150,000 businesses and millions of people log in to 1Password to unlock smart, simple access to everything they care about. Our vision is to create a safer, simpler digital future for everyone, and our culture values simplicity, honesty and a human-centric approach to solving problems. Come help us unlock peace of mind so everyone can stay safer online.
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 Canada and the US.

What we're looking for:

• 6+ years of SaaS sales experience, preferably in cybersecurity with a focus on Commercial accounts.
• Proven track record of meeting or exceeding sales quotas and KPIs, achieving President’s Club, top of stack ranking and KPIs.
• Demonstrated experience in delivering forecasts to upward management.
• 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, relationship building, solution selling, negotiation, & presenting to C-Suite
• 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.
• Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management, and effectively communicate their value.
• 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.
• Extensive experience with Salesforce, Slack, Zoom, Linkedin Sales Navigator, and Outreach.

What you can expect:

• Own Your Territory: Manage and grow your designated territory, focusing on acquiring new Commercial clients and expanding existing accounts.
• 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).
• 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.
• Drive Organic Growth: Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of Extended Access Management.
• Close Multi-Product Deals: Identify opportunities and close large value deals with multiple product SKUs.
• Engage the Industry: Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers. Interact with CISO’s, CIOs, and other VP level-contacts, demonstrating excellent executive presence and knowledge of the cybersecurity industry.
• 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, optimize client engagement, and identify growth opportunities.
• Cultivate multi-threaded relationships within client organizations to enhance overall account health and long-term success.
• Strategically leverage Partner, Alliance, and MSP relationships to create and close opportunities.
• Focus on Solution Selling:
• Implement selling strategies to align our solutions with client needs and objectives, focusing on their pain points and positioning our solutions as essential, strategic tools.
• Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions.
• Present and Negotiate:
• Confidently present to C-suite executives, using a consultative approach while 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.
• Lead high-stakes negotiations with a focus on driving mutually beneficial outcomes.

USA-based roles only: The annual base salary for this role is between $92,000 USD and $124,000 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.
Canada-based roles only: The annual base salary for this role is between $88,000 CAD and $118,000 CAD and is commission-eligible. The role is also eligible for immediate participation in 1Password’s generous benefits program (health, dental, RRSP 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.
We believe in the power of remote work, but we also recognize that some in-person connection with team members and customers is important to help us achieve our mission. While we are a remote-first company, occasional travel for in-person engagement will be a part of this role. This may include but is not limited to bi-annual department-wide offsites, quarterly department meetings and periodic customer events. These events will typically be held in varying locations across EMEA, Canada and/or the USA. In leadership roles, you can expect to travel once per month on average.
What we offer:
We believe in working hard, and resting hard. We’re always looking for new ways to support our team members, but here’s a glance at what we currently offer:
Health and wellbeing> 👶 Maternity and parental leave top-up programs> 👟 Wellness spending allowance> 🏝 Generous PTO policy > 💖 Company-wide wellness days off scheduled throughout the year > 🧠 Wellness Coach membership> 🩺 Comprehensive health coverage
 Growth and future > 📈 Company equity for all full-time employees> 💸 Retirement matching program> 💡 Training budget, 1Password University access, and learning sessions> 🔑 Free 1Password account (and friends and family discount!) 
Flexibility and community> 🤝 Paid volunteer days > 🌎 Employee-led DEIB programs and ERGs and ECGs> 🏠 Fully remote environment> 🏆 Peer-to-peer recognition through Bonusly
You belong here.
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.
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.
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.
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.
1Password uses an automated employment decision tool as a part of the recruitment process. See the latest bias audit information. A reasonable accommodation, reasonable alternative selection process, appeal or to exercise your right to opt-out of AADM may be requested by emailing nextbit@agilebits.com with subject "AI accommodation request". For additional information see our Candidate Privacy Notice. Apply