Account Executive – Commercial

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

📋 Description

• Take ownership and drive growth within a strategic commercial territory that encompasses target accounts and existing clients with employee counts ranging from 500 to 2,500.

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

• Establish executive relationships with CISOs, CIOs, identity leaders, security architects, and senior technology decision-makers.

• Discover whitespace and competitive displacement opportunities within identity security, AI adoption, privileged access, SaaS governance, developer workflows, and device security.

• Generate pipeline coverage, enhance account engagement, and accelerate deal velocity to meet or surpass annual quotas.

• Develop channel partnerships through account mapping and collaborative in-person selling.

• Transition point-product discussions into a cohesive strategic vision for a Unified Access platform.

• Link product capabilities to quantifiable security and business outcomes.

• Craft adoption and expansion strategies for Enterprise Password Manager, SaaS Manager, Credential Broker, Device Trust, and Privileged Access.

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

• Manage 4 to 6-month sales cycles involving security, IAM, IT, DevOps, engineering, finance, legal, procurement, and executive stakeholders.

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

• Lead executive presentations, discovery sessions, workshops, business-value assessments, negotiations, and closing plans.

• Keep mutual action plans updated and utilize MEDDPPICC or a similar qualification methodology.

• Structure and negotiate complex, multi-year, multi-product agreements.

• Strengthen customer relationships through cross-selling, upselling, and platform adoption.

• Collaborate with Customer Success, Solutions Engineering, product specialists, services, BDR, Channels, Alliances, Marketing, Legal, and Deal Desk.

• Engage in co-selling with strategic partners, cloud alliances, channel teams, and systems integrators.

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

• Ensure precise opportunity data, forecasts, next steps, and account plans are maintained in Salesforce.

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

⛳️ Requirements

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

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

• A proven track record of consistently surpassing annual quotas of $1M or more, including those within the $1M to $2M range.

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

• Several years of outstanding sales performance and recognition from the company, such as President’s Club or similar honors.

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

• Capability to maintain a pipeline coverage of 2.5x.

• Experience in 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.

• A history of acquiring net-new strategic logos and expanding existing accounts through cross-sell, upsell, and multi-year platform agreements.

• Strong executive presence and effective communication skills with C-suite leaders and technical audiences.

• Proficient 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 competing against leading enterprise identity and cybersecurity platform providers.

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

• Comprehensive sales experience from cold outreach through closing and expansion.

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

• Must reside in the New York City metro area.

• Must already possess legal authorization to work in the applicable country; 1Password will not provide work authorization, relocation assistance, or visa sponsorship.

🏝️ Benefits

• Eligibility for commissions.

• Health insurance benefits.

• Dental insurance benefits.

• 401(k) plan.

• Generous paid time off (PTO) policy.

• Equity grant opportunities.

• Incentive programs, where applicable.

• Maternity and parental leave top-up programs.

• RSU program available for most employees.

• Retirement matching program.

• Complimentary 1Password account.

• Paid volunteer days.

• Peer-to-peer recognition through Bonusly.

• Remote-first working environment.