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1Password · 11 hours ago

Account Executive, Enterprise

Kansas City, MO

Full-time

Hybrid

Mid, Senior Level

$121K/yr - $175K/yr

6+ years exp

1Password is a rapidly growing company in the cybersecurity sector, known for its innovative enterprise password management solutions. The Account Executive, Enterprise role focuses on managing a sales territory, hunting for new business opportunities, and driving growth within the Enterprise sector, while also upselling to existing accounts.

Cyber SecurityInformation TechnologyNetwork SecurityPrivacySoftwareWeb Apps

Comp. & Benefits

Responsibilities

Manage and grow your designated territory, focusing on acquiring new Enterprise clients and expanding existing accounts

Develop and execute strategic territory plans, prioritizing high-potential accounts and identifying white space opportunities for growth

Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing MEDDPPICC

Design and implement effective sales strategies to navigate complex sales cycles with multiple stakeholders, often extending 6-12 months, and managing large ARR opportunities

Consistently meet or exceed annual sales quotas

Maintain a high level of outbound activity with a primary focus on in-person meetings

Identify and engage key decision-makers within target accounts

Qualify, develop and close new business opportunities within your territory

Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of our Extended Access Management platform

Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers

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

Engage in multi-threaded relationships with client organizations, building deep and broad engagement across technical, operational, and executive stakeholders to drive deal momentum and account health

Collaborate with partners and channel teams, where applicable, to maximize reach and co-sell into enterprise accounts

Implement selling strategies to align our solutions with client needs and objectives

Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions

Confidently present to C-suite executives, 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

Utilize effective negotiation skills to drive mutually beneficial outcomes

Qualification

SaaS sales experienceEnterprise accountsValue-based sellingCybersecurity conceptsSalesforce proficiencyMEDDPPICC experienceNegotiation skillsCuriousCoachableRelationship buildingTeam player

Required

6+ years of SaaS sales experience, preferably in security with a focus on Enterprise accounts

Proven track record of meeting or exceeding sales quotas

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, executive presence, relationship building, solution selling, negotiation, & presenting to C-Suite

Value selling and delivering solutions to provide business outcomes to solve our customers biggest challenges

Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management

Resilient, self-motivated, and committed to achieving targets while thriving in a remote environment

A proven team player, eager to collaborate and achieve shared goals rather than working in isolation

Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve

Proficient in Salesforce, with a consistent track record of accurately and comprehensively documenting all stages of the sales cycle, from initial contact through close and ongoing client management