Account Executive – Commercial

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of and expand a strategic commercial territory focused on target accounts and current customers with employee counts between 500–2,500.

• Formulate and implement account and territory strategies for high-value prospects and clients.

• Foster executive-level relationships with CISOs, CIOs, leaders in identity, security architects, and senior technology purchasers.

• Recognize whitespace opportunities, competitive displacement scenarios, and key events.

• Establish and sustain pipeline coverage, account engagement, and deal momentum to meet annual sales targets.

• Nurture channel partnerships through account mapping and collaborative selling efforts.

• Spearhead comprehensive security discussions regarding Unified Access across individuals, AI agents, and machines.

• Link 1Password functionalities to quantifiable security and business results.

• Develop executive-supported adoption and growth roadmaps for 1Password products.

• Simplify complex concepts related to identity, access, cloud, endpoint, developer, and AI-security into business value.

• Manage sales cycles lasting 4–6 months involving security, IAM, IT, DevOps, engineering, finance, legal, procurement, and executive stakeholders.

• Create consensus and define business, technical, economic, and decision-making criteria.

• Facilitate executive presentations, discovery sessions, workshops, business-value evaluations, negotiations, and closing strategies.

• Keep mutual action plans up to date and utilize MEDDPPICC or similar qualification methodologies.

• Design and negotiate intricate, multi-year, multi-product contracts.

• Establish strong relationships within customer organizations and identify opportunities for expansion.

• Collaborate with Customer Success, Solutions Engineering, product experts, and service teams on adoption and growth strategies.

• Work in conjunction with BDR, Solutions Engineering, Channels, Alliances, Customer Success, Product, Marketing, Legal, and Deal Desk.

• Co-sell alongside strategic partners, cloud alliances, channel teams, and systems integrators.

• Represent 1Password at executive briefings, customer engagements, trade shows, and industry events.

• Maintain precise opportunity data, forecasts, next steps, and account strategies in Salesforce.

• Leverage AI and modern sales tools to enhance research, preparation, coaching, and execution.

⛳️ Requirements

• Must reside in San Francisco/Bay Area.

• A minimum of 4 years of experience selling to Fortune 1000 companies and high-growth organizations with over 500 employees.

• At least 1 year of significant experience in cybersecurity sales.

• Proven track record of surpassing $1M+ annual quotas, including those in the $1M–$2M range.

• Experience in closing complex, multi-product sales opportunities.

• Several years of top-tier sales performance and company accolades, such as President’s Club or equivalent honors.

• Background in selling enterprise platforms and multi-product solutions.

• Capability to maintain 2.5x pipeline coverage.

• Experience selling identity, Zero Trust, cloud security, endpoint security, privileged access, developer security, or related cybersecurity platforms.

• Ability to engage with IAM, IT security, DevOps, platform engineering, and engineering leaders.

• History of acquiring new strategic logos and expanding existing accounts through cross-selling, upselling, and multi-year platform agreements.

• Strong executive presence with the ability to communicate effectively with C-suite leaders and technical audiences.

• Skills in account planning, pipeline development, opportunity management, forecasting, and negotiation.

• Familiarity with identity and access management, privileged access management, credential security, machine identities, agentic AI security, SaaS governance, device trust, or secrets management.

• Experience in competing against leading enterprise identity and cybersecurity platform providers.

• Proficient with MEDDPPICC, Salesforce, Slack, Zoom, LinkedIn Sales Navigator, Outreach, and AI-driven sales tools.

• Complete sales cycle experience from initial outreach to closing and expansion.

• Experience in developing opportunities through channel partners, cloud alliances, systems integrators, or technology partners.

• Willingness to travel 30–40% within the territory.

• Legally authorized to work in the countries specified in the job posting; no sponsorship, relocation assistance, or visa transfer available.

🏝️ Benefits

• Health benefits.

• Dental benefits.

• 401(k).

• Generous paid time off.

• Equity grant.

• Incentive programs.

• Maternity and parental leave top-up programs.

• RSU program for the majority of employees.

• Retirement matching program.

• Complimentary 1Password account.

• Paid volunteer days.

• Peer-to-peer recognition through Bonusly.

• Remote-first work environment.

• In-person onboarding in Toronto for go-to-market positions.

• Occasional department-wide offsite events, quarterly department meetings, and customer engagements.

• Accommodation available upon request during the recruitment process.