Senior Account Executive – Mid Market, Financial Services

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

📋 Description

• Take ownership of and expand a strategic commercial territory encompassing high-growth accounts and current customers with employee counts ranging from 500 to 2,500.

• Establish executive relationships and cultivate a qualified sales pipeline.

• Secure new logos by succeeding in complex, multi-product platform opportunities.

• Broaden 1Password's strategic presence through cross-selling, upselling, and multi-year platform agreements.

• Lead comprehensive security discussions regarding Unified Access for humans, AI agents, and machines.

• Engage with CISOs, CIOs, IT and security leaders, IAM teams, DevOps and platform teams, engineering heads, finance, procurement, and executive stakeholders.

• Formulate and implement account and territory strategies.

• Identify whitespace, opportunities for competitive displacement, and compelling events.

• Enhance pipeline coverage, account engagement, and deal velocity to meet quota targets.

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

• Develop adoption and growth roadmaps for Enterprise Password Manager, SaaS Manager, Credential Broker, Device Trust, and Privileged Access.

• Manage 4–6+ month sales cycles and establish consensus among large buying groups.

• Deliver executive presentations, lead discovery sessions, conduct workshops, perform business-value assessments, negotiate, and formulate closing plans.

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

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

• Cultivate lasting relationships within customer organizations and identify opportunities for expansion.

• Collaborate with Customer Success, Solutions Engineering, product specialists, services, BDR, Channels, Alliances, 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.

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

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

⛳️ Requirements

• A minimum of 6 years of experience in sales targeting Fortune 1000 companies and high-growth organizations with 500 to 2,500 employees.

• At least 2 years of significant experience in cybersecurity sales.

• A consistent track record of surpassing annual quotas of $1.5M+, including quotas in the $1.5M–$3M+ range.

• Proven experience in closing complex, multi-product opportunities.

• Multiple years of outstanding sales performance recognized by accolades like President’s Club or equivalent honors.

• Experience in selling multi-product platforms and broader solution transformations.

• Familiarity with 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 executives, IAM leaders, and identity/security architects.

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

• Proven success in securing new strategic logos and expanding existing accounts through cross-sell, upsell, 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.

• Significant experience in selling complex cybersecurity platforms to financial institutions based in or operating from New York City.

• Knowledge of financial services buying cycles, regulatory and compliance requirements, procurement processes, legal reviews, testing, implementation planning, and executive approvals.

• Understanding of technology stacks and infrastructure typical of large financial institutions.

• Familiarity with MEDDPPICC, Salesforce, Slack, Zoom, LinkedIn Sales Navigator, Outreach, and AI-enabled sales tools is a plus.

• Must reside in the New York metro area.

• Must already possess legal authorization to work in the specified countries; no work authorization, relocation assistance, or visa sponsorship is available.

🏝️ Benefits

• Comprehensive health benefits.

• Dental coverage.

• 401k plan.

• Generous paid time off policy.

• Equity grants.

• 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.

• A remote-first work environment.

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

• Occasional travel for off-site meetings, departmental gatherings, and customer events.