Account Executive, Enterprise - Northeast

We are seeking an experienced Account Executive, Enterprise - Northeast to join our team at 1Password. As an Enterprise Account Executive, you will own a focused territory of strategic target accounts and existing customers with 2,501+ employees, with an emphasis on Fortune 100 and Global 2000 organizations.

Your primary responsibility will be to create new executive relationships, build qualified pipeline, win complex multi-million-dollar platform opportunities, and expand 1Password's strategic footprint across an existing book of business.

This is not a transactional or single-product sales role. You will lead an enterprise-wide security conversation, starting with a customer's most urgent problem and building the strategic case for Unified Access across humans, AI agents, and machines.

Responsibilities:

• Develop and execute sophisticated account and territory plans for a focused portfolio of high-value prospects and customers.
• Create new executive relationships while using your established network among CISOs, CIOs, identity leaders, security architects, and other senior technology buyers to accelerate access and credibility.
• Identify whitespace, competitive displacement opportunities, and compelling events across identity security, AI adoption, privileged access, SaaS governance, developer workflows, and device security.
• Build and maintain the pipeline coverage, account engagement, and deal velocity required to consistently achieve or exceed a significant annual quota.
• Elevate conversations from an individual point-product need to a strategic Unified Access vision spanning people, AI agents, and machines.
• Connect 1Password's capabilities to measurable outcomes, including reducing credential and access risk, eliminating standing privilege, governing SaaS and shadow AI, protecting developer and machine workflows, strengthening device trust, and improving auditability.
• Land with the customer's most urgent use case, then build an executive-backed roadmap for adoption and expansion across Enterprise Password Manager, SaaS Manager, Credential Broker, Device Trust, and Privileged Access.
• Translate complex identity, access, cloud, endpoint, developer, and AI-security concepts into clear business value for executive and deeply technical audiences.
• Orchestrate 6–12+ month enterprise sales cycles involving security, IAM, IT, DevOps, platform engineering, application engineering, finance, legal, procurement, and executive sponsors.
• Build consensus across large buying groups and establish clear business, technical, economic, and decision criteria.
• Lead executive presentations, discovery sessions, workshops, business-value assessments, commercial negotiations, and close plans.
• Create and maintain mutual action plans and apply MEDDPPICC or a comparable enterprise qualification methodology with discipline.
• Structure and negotiate complex, multi-year, multi-product agreements with material ARR and platform expansion potential.
• Build broad, durable relationships throughout customer organizations rather than relying on a single champion.
• Uncover business and security priorities beyond the initial use case and turn them into platform expansion opportunities.
• Partner with Customer Success, Solutions Engineering, product specialists, and services teams to create adoption and expansion plans tied to measurable outcomes.

Requirements:

• 10+ years of successful enterprise cybersecurity sales experience, including substantial experience selling to Fortune 100 or Global 2000 organizations.
• A consistent record of exceeding $2M+ annual quotas, including experience carrying quotas in the $2M–$5M+ range and closing complex, multi-million-dollar opportunities.
• Multiple years of elite sales performance and company recognition, such as President's Club or equivalent top-performer awards.
• Demonstrated success selling enterprise platforms and multi-product transformations, not only transactional or stand-alone point products.
• Experience selling Privileged Access Management (PAM) solutions, with a strong understanding of identity security, AI and Machine identity risks, Zero Trust, cloud security, developer security, or adjacent cybersecurity platforms.
• Established, credible relationships with enterprise CISOs, CIOs, senior security and IT leaders, IAM leaders, and identity/security architects within the territory or relevant named-account segment.
• Proven ability to engage IAM, IT security, DevOps, platform engineering, and engineering leaders and connect their technical priorities to an executive business case.
• A record of winning net-new strategic logos and expanding existing accounts through cross-sell, upsell, and multi-year platform agreements.
• Strong executive presence and the ability to communicate credibly with C-suite leaders and deeply technical audiences.
• Rigorous account planning, pipeline creation, opportunity management, forecasting, and negotiation skills.

Nice to Have:

• Experience competing and winning against major enterprise identity and cybersecurity platform providers.
• Deep knowledge of identity and access management, privileged access management, credential security, machine identities, agentic AI security, SaaS governance, device trust, or secrets management.
• Proficiency with MEDDPPICC, Salesforce, Slack, Zoom, LinkedIn Sales Navigator, Outreach, and AI-enabled sales tools.
• Experience developing opportunities through channel partners, cloud alliances, systems integrators, or technology partners.

What We Offer:

• Annual base salary between $149,000 USD and $216,000 USD, commission-eligible.
• Immediate participation in 1Password's benefits program (health, dental, 401k, and many others).
• Utilization of our generous paid time off.
• Equity grant.
• Participation in our incentive programs.

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.