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1Password · 2 weeks ago

Account Executive, Strategic Accounts

San Francisco, CA

Full-time

Hybrid

Senior Level, Lead/Staff

$155K/yr - $225K/yr

10+ years exp

1Password is a rapidly growing company that has earned a spot on the Forbes Cloud 100 for four consecutive years. The Account Executive, Strategic Accounts will focus on targeting and selling to large Enterprise accounts, driving new business opportunities and revenue growth in this sector.

Cyber SecurityInformation TechnologyNetwork SecurityPrivacySoftwareWeb Apps

Comp. & Benefits

Responsibilities

Target and sell to large Enterprise accounts based West of the Mississippi

Hunt new business opportunities, build sales pipeline, and drive growth within this sector

Engage in customer-facing activities, including in-person meetings, events, and travel as required to effectively support your territory

Establish a long-term vision and strategic account plans to drive pipeline generation, whitespace growth, and multi-threaded relationships across client organizations

Land, adopt, expand, and deepen relationships within Enterprise accounts through new logo acquisition and upgrade/cross-sell motions

Lead long sales cycles (6-12+ months) with large ARRi ($250K+), quarterbacking internal and external stakeholders toward mutual action plans and successful outcomes

Build trusted advisor relationships with C-level executives, positioning 1Password’s Extended Access Management platform as a strategic business solution

Serve as a thought leader in the Extended Access Management space, bringing cybersecurity and Identity Access Management expertise to customer conversations

Work collaboratively with BDRs, Solutions Engineers, Customer Success, Channels, and Alliances teams to maximize account impact

Leverage partners, channels, and alliances to extend reach and drive more efficient deal execution

Operate with rigor in pipeline management, Salesforce hygiene, forecasting accuracy, and MEDDPICC

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

Actively participate in internal deal reviews, peer coaching, and strategic planning sessions to refine skills and share best practices

Qualification

SaaS sales experienceEnterprise account sellingCybersecurity expertiseStrategic account planningSalesforce proficiencyConsultative sellingExecutive engagementMEDDPPICC experienceListening skillsTeam collaborationGrowth mindset

Required

10+ years of SaaS sales experience, with at least 5+ years selling into large Enterprise accounts (5,001+ employees)

Prior experience successfully navigating and selling into specific business landscapes such as healthcare, financial services, government and insurance sectors

Demonstrated success consistently overachieving $1M+ annual sales quotas

Proven track record of closing six- and seven-figure ACV deals involving complex buying groups

Specific experience selling SaaS, Cybersecurity, Identity and Access Management, and/or other Cloud solutions

Expertise in strategic account planning, territory management, and executive-level engagement

Deep proficiency in value-based, consultative, and solution selling

Strong executive presence, excellent listening skills, and a demonstrated ability to build ROI-driven business cases

Experience leveraging partners, alliances, and channels in Enterprise sales motions

Proficiency in Salesforce, Outreach, LinkedIn Sales Navigator, Slack, Zoom, and other modern sales tech. Has a consistent track record of accurately and comprehensively documenting all stages of the sales cycle, from initial contact through close and ongoing client management

Highly resilient, proactive, and growth-minded with a passion for cybersecurity

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