Senior Account Executive – Mid Market

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

📋 Description

• Manage a targeted territory of strategic high-growth accounts and current clients with 500–2,500 employees, focusing on Fortune 1000 companies.

• Establish new executive relationships, develop a qualified pipeline, secure complex multi-product platform deals, broaden strategic reach, and acquire new logos.

• Facilitate enterprise-wide security discussions regarding Unified Access involving humans, AI agents, and machines.

• Collaborate with CISOs, CIOs, IT and security leaders, IAM teams, DevOps and platform teams, engineering leaders, security architects, finance, procurement, and other executive stakeholders.

• Formulate and implement account and territory strategies.

• Identify whitespace, competitive displacement opportunities, and significant events.

• Build and sustain pipeline coverage, account engagement, and deal velocity to meet quota.

• Link 1Password capabilities to quantifiable security and business outcomes.

• Develop executive-backed adoption and expansion roadmaps across Enterprise Password Manager, SaaS Manager, Credential Broker, Device Trust, and Privileged Access.

• Convert complex identity, access, cloud, endpoint, developer, and AI-security concepts into tangible business value.

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

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

• Create mutual action plans and utilize the MEDDPPICC or a similar qualification methodology.

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

• Enhance 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.

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

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

• Keep opportunity data, next steps, forecasts, and account plans updated in Salesforce.

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

⛳️ Requirements

• Over 6 years of experience selling to Fortune 1000 organizations and high-growth companies with 500+ employees.

• More than 2 years of significant cybersecurity sales experience.

• Proven track record of surpassing $1.5M+ annual quotas, with experience managing quotas in the $1.5M–$3M+ range.

• Background in closing complex, multi-product deals.

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

• Demonstrated success in selling enterprise platforms and multi-product transformations.

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

• Established connections with enterprise CISOs, CIOs, senior security and IT leaders, IAM leaders, and identity/security architects.

• Capability to engage IAM, IT security, DevOps, platform engineering, and engineering leaders and align technical priorities with executive business cases.

• Proven success in 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.

• Competence in account planning, pipeline creation, opportunity management, forecasting, and negotiation skills.

• Candidates must be located in the Mid-Atlantic or Southeast region.

• Must already possess legal authorization to work in the countries specified in the job posting; 1Password will not provide work authorization, relocation assistance, or visa sponsorship/transfers.

• Successful candidates must undergo a background check.

🏝️ Benefits

• Eligible for commissions.

• Health benefits included.

• Dental benefits provided.

• 401(k) plan available.

• Generous paid time off policy.

• Equity grant opportunities.

• Participation in incentive programs where applicable.

• Maternity and parental leave top-up programs offered.

• Retirement matching program available.

• Free 1Password account provided.

• Paid volunteer days encouraged.

• Peer-to-peer recognition through Bonusly.

• Remote-first work culture.

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

• Occasional company offsites, quarterly department meetings, and customer events.