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Salary: CAD 65,000 - 91,000 / annual
1Password is a market-leading enterprise password manager and Unified Access Management platform trusted by over 180,000 businesses globally, including Fortune 100 companies and leading AI organizations. The company has surpassed $400M in ARR and was named to the Forbes Cloud 100 for four consecutive years.
As an Account Executive on the SMB Sales team, you will own a territory of target accounts and existing customers with up to 1,000 employees. Your primary responsibilities include building new business, creating a healthy sales pipeline, and expanding customer relationships by connecting organizations with 1Password's identity and access management solutions.
Key responsibilities:
- Own and grow a territory by identifying target accounts, developing an Ideal Customer Profile (ICP), and prioritizing opportunities based on customer needs and business potential
- Build and maintain pipeline through proactive prospecting, inbound follow-up, cold calling, networking, and consistent account planning
- Meet or exceed monthly and quarterly sales targets by developing, advancing, and closing new business opportunities
- Expand existing customer relationships by identifying opportunities to introduce additional 1Password solutions, including Extended Access Management
- Use a structured sales process to understand customer priorities, uncover pain points, align solutions to business outcomes, and create clear mutual action plans
- Present to stakeholders and decision-makers, handle objections, and negotiate mutually beneficial outcomes
- Collaborate with Business Development Representatives (BDRs), Solutions, Channels, Onboarding, and Customer Success teams to deliver value-based sales experiences
- Stay current on cybersecurity and Identity and Access Management trends, and leverage AI tools to prepare effectively and improve your sales practice
Required qualifications:
- 2+ years of SaaS sales experience, ideally selling security solutions to SMBs or mid-market customers; or experience as a high-performing BDR with strong outbound results and readiness to move into an Account Executive role
- Proven record of meeting or exceeding sales quotas and KPIs with clear ownership of results
- Experience building pipeline through outbound prospecting, cold calling, inbound leads, networking, and account planning
- Experience managing both new business and expansion opportunities, including upselling and cross-selling
- Strong solution-selling, negotiation, forecasting, presentation, and communication skills
- Ability to understand and explain cybersecurity concepts, particularly Identity and Access Management (IAM), in the context of customer needs
- Preferred: Experience with MEDDPPICC or another structured qualification framework, as well as Salesforce, Slack, Zoom, LinkedIn Sales Navigator, or Outreach
This is a hybrid role requiring 3 days per week in 1Password's Toronto office, with flexibility to work up to 5 days based on business needs. The company emphasizes collaboration, transparent communication, and a culture that prioritizes people. You'll work alongside a team of curious, driven individuals solving hard problems in a fast-paced environment. The organization is actively integrating AI across its go-to-market function, expecting all sellers to become power users of AI tools to work smarter and move faster.
