Account Executive, Enterprise - job 1 of 2

About 1Password

At 1Password, we’re building the foundation for a safe, productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We innovated the market-leading enterprise password manager and pioneered Extended Access Management, a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity, we take a human-centric approach in everything from product strategy to user experience. Over 165,000 businesses and millions of people trust us to provide seamless, secure access to their most critical information. 

If you're excited about the opportunity to contribute to the digital safety of millions, to work alongside a team of curious, driven individuals, and to solve hard problems in a fast-paced, dynamic environment, then we want to hear from you. Come join us and help shape a safer, simpler digital future.

As an Account Executive, you manage a territory that includes target-accounts and an existing book of business that has companies with 3001+ employees. Your primary focus is hunting new business opportunities, building sales pipeline, and driving growth within the Enterprise sector. You are also responsible for upselling into the existing account base, leveraging our Extended Access Management platform.

This is a remote opportunity within Canada and the US.

What we're looking for:

• 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.

• Experience with MEDDPPICC preferred

• Proficiency with Slack, Zoom, Linkedin Sales Navigator & Outreach preferred

What you can expect:

• Own Your Territory: 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

• Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing MEDDPPICC.

• Drive New Business Growth: 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.

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

• Engage the Industry: Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers

• Stay Informed: 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.

• Collaborate Cross-Functionally:

  • 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

• Focus on Solution Selling:

  • 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

• Present and Negotiate:

  • 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

USA-based roles only: The annual base salary for this role is between $124,000 USD and $168,000 USD, and is commission-eligible. This role is also immediate participation in 1Password's benefits program (health, dental, 401k and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.

Canada-based roles only: The annual base salary for this role is between $119,000 CAD and $161,000 CAD and is commission-eligible. This role is also eligible for immediate participation in 1Password’s generous benefits program (health, dental, RRSP and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.

At 1Password, we approach each individual's compensation with a promise of fair market value and internal equity commensurate with experience and specific skill set.

Our culture 
At 1Password, we prioritize collaboration, clear and transparent communication, receptiveness to feedback, and alignment with our core values: keep it simple, lead with honesty, and put people first. 

You’ll be part of a team that challenges the status quo, and is excited to experiment and iterate in search of the best solution. That said, 1Password is not for everyone. Our work is demanding, we strive for excellence, and the pace is fast. We need people who are keen to take on challenging problems, who seek feedback to grow, and who are driven to make an impact. If you're looking for a place where you can settle into a comfortable routine, this might not be the right fit for you. We’re looking for individuals who are proven experts in their fields, as well as those who are highly adaptable, can thrive in ambiguity and through change, are curious, and above all deliver results. 

We are committed to leveraging cutting-edge technology—including AI—to achieve our mission. We also understand that thinking critically about AI in its current forms will help us create better solutions for our customers and ourselves with its future forms, which will help us continue to close the gap between security and privacy and achieve our mission. We want team members at all levels to take the approach of actively learning AI best practices, identifying opportunities to apply AI in meaningful ways, and driving innovative solutions in their daily work. Embracing the future of AI isn't just encouraged at 1Password—it's an essential part of how we will be successful at 1Password.

Our approach to remote work 
We believe in the power of remote work, but we also recognize that some in-person connection with team members and customers is important to help us achieve our mission. While we are a remote-first company, occasional travel for in-person engagement will be a part of this role. This may include but is not limited to bi-annual department-wide offsites, quarterly department meetings and periodic customer events. These events will typically be held in varying locations across EMEA, Canada and/or the USA. In leadership roles, you can expect to travel once per month on average.

What we offer
We believe in working hard, and rewarding that hard work through our benefits. While not an exhaustive list, here is a glance at what we currently offer: 

Health and wellbeing
👶 Maternity and parental leave top-up programs
🏝 Generous PTO policy 
💖 Four company-wide wellness days 

 Growth and future 
📈 Company equity for all full-time employees
💸 Retirement matching program
🔑 Free 1Password account

Community 
🤝 Paid volunteer days 
🌎 Employee-led inclusion and belonging programs and ERGs
🏆 Peer-to-peer recognition through Bonusly

You belong here.

1Password is proud to be an equal opportunity employer. We are committed to fostering an inclusive, diverse and equitable workplace that is built on trust, support and respect. We welcome all individuals and do not discriminate on the basis of gender identity and expression, race, ethnicity, disability, sexual orientation, colour, religion, creed, gender, national origin, age, marital status, pregnancy, sex, citizenship, education, languages spoken or veteran status. Be yourself, find your people and share the things you love.

Accommodation is available upon request at any point during our recruitment process. If you require an accommodation, please speak to your talent acquisition partner or email us at [email protected] and we’ll work to meet your needs.

Remote work is a part of our DNA. Given that our company was founded remotely in 2005, we can safely say we're experts at building remote culture. That said, remote work at 1Password does mean working from your home country. If you've got questions or concerns about this, your talent partner would be happy to address them with you.

Successful applicants will be required to complete a background check that may consist of prior employment verification, reference checks, education confirmation, criminal background, publicly available social media, credit history, or other information, as permitted by local law.

1Password uses artificial intelligence (AI) and machine learning (ML) technologies, including natural language processing and predictive analytics, to assist in the initial screening of employment applications and improve our recruitment process. See here for the latest third party bias audit information. If you prefer not to have your application assessed using AI/ML features, you may opt out by completing this form. For additional information see our Candidate Privacy Notice.