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1Password is a market-leading enterprise password manager and Unified Access Management platform trusted by over 180,000 businesses, from Fortune 100 companies to innovative AI firms. The company has surpassed $400M ARR and has been named to the Forbes Cloud 100 for four consecutive years.
As a Senior Account Executive for the Commercial segment, you will own and grow a defined territory focused on mid-market companies with 500–2,500 employees. Your responsibilities include hunting new business opportunities, building and managing a healthy sales pipeline, and driving expansion within your existing account base through upselling and cross-selling 1Password's full product suite.
You will be expected to be field-based and regularly engaged in customer-facing activities, including in-person meetings, industry events, and travel within your territory. Your primary work location is your home office, but the role requires significant mobility and flexibility. You must be based in California, preferably in the San Francisco Bay Area, Los Angeles, Orange County, or San Diego.
Key responsibilities include managing your territory to acquire new Commercial clients and expand existing accounts; building and maintaining a robust pipeline through prospecting, inbound leads, cold calling, and networking using formalized sales processes (MEDPICC preferred); consistently meeting or exceeding quarterly sales quotas; identifying and engaging key decision-makers; developing and closing new business opportunities; identifying upsell and cross-sell opportunities within existing accounts; closing multi-product deals with significant value; attending industry events and conferences to represent 1Password and build relationships with C-level contacts (CISOs, CIOs, VPs); and staying informed on cybersecurity trends.
The ideal candidate brings 6+ years of SaaS sales experience, preferably in cybersecurity with a Commercial focus. You should have a proven track record of meeting or exceeding sales quotas, achieving President's Club recognition, and delivering accurate forecasts. You need advanced skills in prospecting, pipeline building, strategic account planning, value-based selling, territory management, business acumen, relationship building, solution selling, and negotiation. You must be able to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management, and communicate their value to non-technical stakeholders. Strong written and verbal communication skills, proficiency with Salesforce, Slack, Zoom, LinkedIn Sales Navigator, and Outreach are essential. You should be resilient, self-motivated, curious, coachable, and thrive in a remote-first environment while maintaining executive presence.
