Senior Commercial Account Executive

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

📋 Description

• Create and implement strategic account and territory plans for a targeted portfolio of clients and prospects.

• Establish executive relationships and uncover opportunities within identity security, AI, privileged access, SaaS governance, developer workflows, and device security.

• Guide customer discussions from pressing access or credential issues towards a comprehensive 1Password Unified Access approach.

• Manage intricate sales cycles that involve security, IAM, IT, DevOps, platform engineering, finance, legal, procurement, and executive sponsors.

• Facilitate discovery sessions, workshops, executive presentations, discussions about business value, commercial negotiations, and closing strategies.

• Collaborate with Business Development Representatives, Solutions Engineering, Channels, Alliances, Customer Success, Product, Marketing, Legal, and Deal Desk teams.

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

• Ensure accurate opportunity data, forecasts, and account plans are maintained in Salesforce.

• Travel within the assigned territory and occasionally beyond for customer-facing engagements.

⛳️ Requirements

• Reside in San Francisco or the Bay Area, California.

• Proven experience in selling to large organizations and high-growth companies, particularly those with 500 or more employees.

• Demonstrated history of surpassing substantial annual sales targets and closing complex, multi-product deals.

• Familiarity with selling enterprise platforms, cybersecurity solutions, or related technologies such as IAM, privileged access, cloud security, endpoint security, developer security, or credential security.

• Capacity to cultivate trusted relationships with CISOs, CIOs, senior security and IT leaders, IAM teams, security architects, and other executive stakeholders.

• Proven track record of acquiring new strategic customers and expanding existing accounts through cross-selling, upselling, and multi-year agreements.

• Excellent skills in executive communication, discovery, account planning, pipeline management, forecasting, negotiation, and opportunity management.

• A collaborative, inquisitive, and responsible mindset.

• Ability to link technical priorities to tangible business results and continuously enhance processes through feedback.

• Legally eligible to work in the countries specified in the posting; no work authorization, relocation assistance, or visa sponsorship will be provided.

• Candidates must successfully complete a background check.

🏝️ Benefits

• Immediate access to health, dental, and 401k benefits.

• Generous paid time off.

• Equity grant.

• Incentive programs, where applicable.

• Enhanced maternity and parental leave top-up programs.

• Competitive health benefits.

• 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.

• Accommodations available upon request during the recruitment process.

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

• Occasional departmental offsites, quarterly departmental meetings, and customer events.