Account Executive, Enterprise

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

📋 Description

• Take ownership and expand a specific geographical region or country within EMEA, targeting enterprise clients with over 3,000 employees.

• Pursue new business opportunities, establish a sales pipeline, and drive growth in the enterprise sector.

• Enhance and upsell the current account base utilizing Extended Access Management Identity.

• Identify and segment target clients based on Ideal Customer Profiles.

• Develop insights into the enterprise market, identify decision-makers and purchasing processes, and engage with multiple stakeholders.

• Generate pipeline through self-initiated outreach, collaboration with BDRs, inbound leads, and marketing initiatives.

• Conduct discovery sessions and establish alignment between 1Password's value and enterprise challenges.

• Engage in coaching sessions to continuously enhance sales performance.

• Recognize expansion and cross-selling opportunities within the current accounts.

• Attend industry events, trade shows, and conferences.

• Stay updated on trends in cybersecurity and Identity and Access Management.

• Collaborate with teams across BDR, Solutions, Channels, Onboarding, and Customer Success.

• Build relationships with C-level executives, IT, and security stakeholders.

• Present product value propositions to executive leadership.

• Develop mutual action plans to finalize deals.

• Negotiate outcomes that are beneficial for all parties involved.

• Maintain pipeline management, forecasting, and pacing towards targets.

⛳️ Requirements

• Proficient in both English and German.

• Over 5 years of experience in SaaS sales, ideally in the security sector with a focus on enterprise accounts, or exceptional performance in MidMarket/Commercial and readiness to advance.

• Knowledge of the DACH region.

• Proven success in managing and growing a geographical territory or country within DACH.

• Track record of achieving or surpassing sales quotas and KPIs.

• Expertise in prospecting, pipeline development, strategic account planning, value-based selling, and territory management.

• Strong discipline in pipeline management, forecasting, and pacing to targets.

• Demonstrated success in upselling and cross-selling to both new clients and existing accounts.

• Strong business acumen, negotiation skills, relationship-building abilities, communication skills, and proficiency in executive presentations.

• Capability to understand and clearly communicate complex cybersecurity concepts, particularly in Identity and Access Management.

• Self-driven and capable of working independently in a remote environment.

• Preferred familiarity with Salesforce, Slack, Zoom, LinkedIn Sales Navigator, and Outreach.

• Must be legally authorized to work in Germany; no work authorization, relocation assistance, or visa sponsorship will be provided.

• Successful candidates must undergo a background check.

🏝️ Benefits

• Maternity and parental leave top-up programs.

• Generous paid time off (PTO) policy.

• Company-wide wellness days (one each quarter).

• Company equity available for all full-time employees.

• Statutory pension plan.

• Complimentary 1Password account.

• Paid volunteer days.

• Peer-to-peer recognition through Bonusly.

• Employee-led inclusion and belonging programs and Employee Resource Groups (ERGs).

• Option to work remotely from the employee's home country.

• In-person onboarding sessions held in Toronto.

• Accommodation provided upon request during the recruitment process.