Note: The job is a remote job and is open to candidates in USA. 1Password is a leading cybersecurity company focused on enhancing employee productivity while ensuring digital safety. They are seeking a Senior Account Executive - Commercial to manage a territory, drive new business growth, and upsell existing accounts within the Commercial sector.
Responsibilities
- Manage and grow your designated territory, focusing on acquiring new Commercial clients and expanding existing accounts
- Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing our formalized sales process (MEDPICC preferred)
- Design and implement effective sales strategies to meet or exceed sales targets by: Consistently meeting or exceeding quarterly sales quotas. Maintaining a high volume of outbound activity, including calls, emails, and meetings. Identifying and engaging key decision-makers within target accounts. Developing and closing new business opportunities within your territory
- Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of Extended Access Management
- Identify opportunities and close large value deals with multiple product SKUs
- Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers. Interact with CISO’s, CIOs, and other VP level-contacts, demonstrating excellent executive presence and knowledge of the cybersecurity industry
- Stay up to date on cybersecurity trends and developments, particularly in Identity and Access Management, to provide valuable insights to clients and position 1Password as an industry leader
- Build collaborative relationships with internal teams (e.g. BDR, Solutions, Channels, Onboarding, Customer Success) to develop tailored solutions that meet client needs and drive satisfaction, optimize client engagement, and identify growth opportunities
- Cultivate multi-threaded relationships within client organizations to enhance overall account health and long-term success
- Strategically leverage Partner, Alliance, and MSP relationships to create and close opportunities
- Implement selling strategies to align our solutions with client needs and objectives, focusing on their pain points and positioning our solutions as essential, strategic tools
- Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions
- Confidently present to C-suite executives, using a consultative approach while articulating the value proposition of our products and services
- Create mutual action plans to align the sales team and prospects on responsibilities, steps and timelines for closing deals
- Lead high-stakes negotiations with a focus on driving mutually beneficial outcomes
Skills
- 6+ years of SaaS sales experience, preferably in cybersecurity with a focus on Commercial accounts
- Proven track record of meeting or exceeding sales quotas and KPIs, achieving President's Club, top of stack ranking and KPIs
- Demonstrated experience in delivering forecasts to upward management
- Demonstrated success in upselling & cross-selling to both new customers and across a book of business, and in uncovering customer pain points beyond what's initially shared
- Advanced skills in prospecting, pipeline building, strategic account planning, value-based selling, and territory management, with meticulous operating rigor in pipeline management, forecasting, and pacing to target
- Business acumen, relationship building, solution selling, negotiation, & presenting to C-Suite
- Written and verbal communication skills across email and communication tools such as Slack, and Zoom, with the demonstrated ability to make technical concepts accessible to non-technical parties
- Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management, and effectively communicate their value
- Resilient, self-motivated, and committed to consistently achieving targets while thriving in a remote environment
- Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve
- Extensive experience with Salesforce, Slack, Zoom, Linkedin Sales Navigator, and Outreach
Benefits
- Immediate participation in 1Password's benefits program (health, dental, 401k and many others)
- Utilization of our generous paid time off
- An equity grant
- Participation in our incentive programs
- Maternity and parental leave top-up programs
- Competitive health benefits
- Generous PTO policy
- RSU program for most employees
- Retirement matching program
- Free 1Password account
- Paid volunteer days
- Peer-to-peer recognition through Bonusly
- Remote-first work environment
Company Overview
1Password operates as a password manager for documents, credit card information, and addresses. It was founded in 2005, and is headquartered in Toronto, Ontario, CAN, with a workforce of 1001-5000 employees. Its website is https://1password.com.