Senior Account Executive - Commercial

Expectations of this role:

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.

Must be based in California, preferably in the San Francisco Bay Area, Los Angeles, Orange County, or San Diego.

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.

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 $96,000 USD and $139,000 USD, and is commission-eligible. This role is also 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.
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.
This posting is for an existing vacancy.

What we offer
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:
Health and wellbeing
👶 Maternity and parental leave top-up programs
🩺 Competitive health benefits
🏝 Generous PTO policy
Growth and future
📈 RSU program for most employees
💸 Retirement matching program
🔑 Free 1Password account
Community
🤝 Paid volunteer days
🏆 Peer-to-peer recognition through Bonusly
🌎 Remote-first work environment
*Some roles in our GTM team are currently being hired for in-person hybrid work in Toronto and Austin. These roles will specify on the posting.

Skills Required
6+ years of SaaS sales experience (preferably cybersecurity, Commercial accounts)
Proven track record meeting or exceeding sales quotas and KPIs
Experience delivering sales forecasts to management
Demonstrated success upselling and cross-selling within a book of business
Advanced prospecting, pipeline building, strategic account planning, and territory management
Strong value-based selling, negotiation, and C-suite presentation skills
Ability to understand and articulate Identity and Access Management and cybersecurity concepts
Extensive experience with Salesforce, Slack, Zoom, LinkedIn Sales Navigator, and Outreach
Field-based role: must be based in California and regularly engage in in-person customer activities and travel
High volume outbound activity and disciplined pipeline/forecast management (MEDPICC familiarity preferred)
Excellent written and verbal communication; ability to make technical concepts accessible to non-technical stakeholders
Resilient, self-motivated, coachable, and able to perform in a fast-paced, remote-first environment