Account Executive, Enterprise

Role Overview

• 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.

Requirements

• 7+ 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

Tech Stack

• Cyber Security

Benefits

• health insurance
• dental
• 401k
• generous paid time off
• equity grant
• participation in incentive programs