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Salary: USD 82,000 - 115,000 / annual
1Password is a rapidly growing cybersecurity company (over $400M ARR, Forbes Cloud 100 for four consecutive years) seeking a Commercial Account Executive to own a focused territory of strategic target accounts and existing customers with 500–2,500 employees, emphasizing Fortune 1000 and high-growth organizations.
In this role, you will create new executive relationships, build qualified pipeline, and win complex, six-figure, multi-product platform opportunities. You will lead enterprise-wide security conversations starting with the customer's most urgent problem and building the strategic case for Unified Access Management across humans, AI agents, and machines. You will engage and multi-thread with CISOs, CIOs, IT and security leaders, IAM teams, DevOps and platform teams, engineering leaders, security architects, finance, procurement, and other executive stakeholders.
Key responsibilities include:
• Develop and execute sophisticated account and territory plans for a focused portfolio of high-value prospects and customers, identifying whitespace, competitive displacement opportunities, and compelling events across identity security, AI adoption, privileged access, SaaS governance, developer workflows, and device security.
• Create new executive relationships with CISOs, CIOs, identity leaders, and other senior technology buyers to accelerate access and credibility.
• Elevate conversations from individual point-product needs to a strategic Unified Access vision spanning people, AI agents, and machines, connecting 1Password's capabilities to measurable outcomes.
• 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.
• Orchestrate 4–6 month 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.
• Structure and negotiate complex, multi-year, multi-product agreements with material ARR and platform expansion potential.
• Build broad, durable relationships throughout customer organizations and uncover business and security priorities beyond the initial use case to 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.
• Collaborate closely with BDR, Solutions Engineering, Channels, Alliances, Customer Success, Onboarding, Product, Marketing, Legal, and Deal Desk.
• Maintain accurate opportunity data, next steps, forecasts, and account plans in Salesforce.
• Use AI and modern selling tools thoughtfully to improve research, preparation, coaching, and execution while creating more time for customer engagement.
This is a remote, field-based opportunity with a primary base in San Francisco/Bay Area. Candidates must be based in the San Francisco/Bay Area and should expect regular in-person customer meetings, industry events, and travel throughout the territory (approximately 30–40%). All go-to-market roles will have an in-person onboarding in Toronto.
**REQUIREMENTS:**
• 4+ years of 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, not just transactional or stand-alone point products.
• Clear methodology for maintaining 2.5x pipeline coverage at all times through territory tiering, account planning, outreach cadence, and cold calling efforts.
• 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.
• 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.
• Knowledge of identity and access management, privileged access management, credential security, machine identities, agentic AI security, SaaS governance, device trust, or secrets management.
• Experience competing and winning against major enterprise identity and cybersecurity platform providers.
• Proficiency with MEDDPPICC, Salesforce, Slack, Zoom, LinkedIn Sales Navigator, Outreach, and AI-enabled sales tools.
• Demonstrated ownership of full-cycle sales from initial cold outbound to close to expansion.
• Experience developing opportunities through channel partners, cloud alliances, systems integrators, or technology partners.
