Description
1Password is growing rapidly, having surpassed $500M in ARR, and is recognized as a leader in the cybersecurity space. The company is building a foundation for a safe, productive digital future by providing Unified Access Management solutions.
As a Commercial Account Executive, you will own a focused territory of strategic target accounts and existing customers with 500-2,500 employees, with an emphasis on Fortune 1000 and high-growth organizations. Your goal is to create new executive relationships, build qualified pipeline, win complex, six-figure, multi-product, platform opportunities, and expand 1Password's strategic footprint across an existing book of business.
Responsibilities:
- Develop and execute sophisticated account and territory plans for a focused portfolio of high-value prospects and customers.
- Create new executive relationships with CISOs, CIOs, identity leaders, security architects, and other senior technology buyers.
- 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.
- Cultivate relationships in the channel through innovative account mapping techniques and in-person co-selling opportunities.
- Sell the full platform story, connecting 1Password's capabilities to measurable outcomes.
- Lead complex, multi-stakeholder sales cycles, orchestrating 4-6 month sales cycles involving security, IAM, IT, DevOps, platform engineering, application engineering, finance, legal, procurement, and executive sponsors.
- Expand strategic customer relationships, building broad, durable relationships throughout customer organizations.
- Operate as one team, collaborating closely with BDR, Solutions Engineering, Channels, Alliances, Customer Success, Onboarding, Product, Marketing, Legal, and Deal Desk.
Requirements:
- 4+ years experience selling to Fortune 1000 organizations and high-growth companies spanning 500+ employees, with 1+ year of substantial cybersecurity sales experience.
- A consistent record of exceeding $1M+ annual quotas, including experience carrying quotas in the $1M-2M range and closing complex, multi-product 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 solutions.
- Clear methodology for maintaining 2.5x pipeline coverage at all times.
- Experience selling identity, Zero Trust, cloud security, endpoint security, privileged access, developer security, or adjacent cybersecurity platforms.
- Proven ability to engage IAM, IT security, DevOps, platform engineering, and engineering leaders and connect their technical priorities to an executive business case.
Benefits:
- Annual base salary between $82,000 USD and $115,000 USD.
- Commission-eligible.
- Immediate participation in 1Password's benefits program (health, dental, 401k, and many others).
- Utilization of generous paid time off.
- Equity grant.
- Participation in incentive programs.