Account Executive, SMB - Austin

Location

Austin, TX

Employment Type

Full time

Location Type

Hybrid

Department

GTM

OverviewApplication

*1Password is growing. We’ve surpassed $400M in ARR and we’re continuing to accelerate, earning a spot on the Forbes Cloud 100 for four years in a row and teaming up with iconic partners like Oracle Red Bull Racing. *About 1Password** At 1Password, we’re building the foundation for a safe, productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We innovated the market-leading enterprise password manager and pioneered Unified Access Management, a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity, we take a human-centric approach in everything from product strategy to user experience. Over 180,000 businesses, from Fortune 100 leaders to the world’s most innovative AI companies, trust 1Password to help their teams securely adopt the SaaS and AI tools they need to do their best work. If you're excited about the opportunity to contribute to the digital safety of millions, to work alongside a team of curious, driven individuals, and to solve hard problems in a fast-paced, dynamic environment, then we want to hear from you. Come join us and help shape a safer, simpler digital future. Our SMB (Small and Medium Business) Sales Team is responsible for landing and expanding 1Password customers. As an SMB Account Executive, you will be responsible for managing a territory that includes target-accounts and an existing book of business that has companies of up to 1,000 employees. Your primary focus will be on hunting new business opportunities, building sales pipeline, and driving growth within the SMB sector. You will also be responsible for upselling into the existing account base, leveraging our Extended Access Management Identity. The successful candidate will possess exceptional skills in building and managing their own pipeline, engaging in multi-threaded relationships, and demonstrating expertise in account planning, territory management, and value-based selling.

Expectations of this role

This role is based in our Austin office. While we do not currently have a set in-office requirement, we are evolving toward an expectation of approximately 3 days per week in-office, as business and team needs require.

What we're looking for:

• 2+ years of SaaS sales experience, with a preference for experience in the security space
• Strong track record of meeting or exceeding sales quotas and KPIs.
• Experience up-selling & cross-selling to both new customers and across your book of business
• Proficiency in strategic account planning, territory management, and value-based selling.
• Strong business acumen, communication & presentation skills to C-Suite
• Meticulous operating-rigor when it comes to pipeline management, forecasting and pacing to target
• Ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management.
• Self-motivated, driven, and able to work independently in a remote setting.
• Preferable proficiency with Salesforce, Slack, Zoom, Linkedin Sales Navigator & Outreach

What you can expect:

• Sales:
• Own your territory and build and Maintain Pipeline: Develop a strong sales pipeline through proactive prospecting, cold calling, and networking.
• Drive Sales Growth:
• Achieve or exceed sales targets and KPIs, including:
• Consistently meet or exceed quarterly sales quotas.
• Maintain a high level of outbound activity, including calls, emails, and meetings.
• Develop and close new business opportunities within your territory.
• Upsell and Expand Accounts: Identify opportunities to upsell Extended Access Management to your Enterprise Password Manager Customers.
• Cross-functional Collaboration/Team Selling:
• Collaborate seamlessly with SDRs, Solutions, Onboarding and Customer Success Managers (CSM) to optimize client engagement and identify growth opportunities.
• Engage in multi-threaded relationships within client organizations to enhance overall account health.
• Value-Based Selling:
• Implement value-based 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.
• Presentation and Negotiation:
• Confidently present to C-suite executives, articulating the value proposition of our products and services.
• Experience working with Mutual Action Plans to drive an agreed-upon outcome.
• Utilize strong negotiation skills to drive mutually beneficial outcomes.

USA-based roles only: The annual base salary for this role is between $68‚000 USD and $95‚000 USD‚and is commission-eligible.This role is also immediate participation in1Password's benefits program (health,dental‚401kand many others),utilizationofour generous paid time off‚an equity grantand where applicable participationinour incentive programs. At1Passwordwe approach each individual's compensationwith apromiseoffair marketvalueand internal equity commensuratewithexperienceandspecific skillset. This postingisforanexisting vacancy.

Our culture

At1Passwordwe prioritize collaboration clear & transparent communication receptivenessto feedback & alignmentwithour core values: keep it simple leadwith honesty & put people first. you’ll be partofateamthatchallenges thestatus quo &is excitedto experiment& iteratein searchofthe best solution.That said 1Passwordis notfor everyone.Our workisdemanding westriveforexcellence&the paceis fast.Weneedpeoplewhoare keen totakeon challengingproblems whoseek feedbacktogrow&whodriven tomakean impact If you're lookingforaplacewhereyoucansettleintoacomfortableroutine thismightnot betheright fitforyou We’relookingforindividualswhoare provenexpertsintheir fieldsas wellas thosewhoare highly adaptable can thrivein ambiguity& throughchangeare curious& abovealldeliver results.

How we work with AI

We are committedtoleveraging cutting-edgetechnology—including AI—to achieveour mission We also understandthat thinking critically aboutAIin its current forms will helpus createbetter solutionsforour customers& ourselveswith its future forms whichwill helpus continue toc losethe gap betweensecurity& privacy& achieveour mission We wantteam membersat all levels take the approachof actively learningAI best practices identifying opportunities applyAI meaningful ways& driving innovative solutionsdaily work Embracing future AI isn't just encouraged—it's essential part howwewill be successful at1Password. thes eapproachextendshiring process—candidates are welcome useAI tools responsibly thoughtfully during application process.

Our approachto work

We recognize power both person collaboration remote work Some roles designated remote-first expectation individualswork from homes majority time while others designated in-office roles expectation being on-site regular basis We recognize certain roles benefit regular person connection support collaboration team cohesion customer engagement For all roles occasional travel may required This includes things like department-wide offsites quarterly department meetings periodic customer events These events typically held varying locations across Canada USA EMEA In leadership roles you can expect travel once per month on average.

What we offer

We believe working hard rewarding that hard work through benefits While not exhaustive list here glance what currently offer: 'tHealthand wellbeing' 👶 Maternity & parental leave top-up programs 🏝 Generous PTO policy 💖 Four company-wide wellness days 'Growth & future' 📈 Company equity all full-time employees 💸 Retirement matching program 🔑 Free1Password account 'Community' 🤝 Paid volunteer days 🌎 Employee-led inclusion belonging programs ERGs 🏆 Peer-to-peer recognition through Bonusly --- 'tYou belong here.' 1Password proud equal opportunity employer committed fostering inclusive diverse equitable workplace built trust support respect We welcome all individuals do not discriminate basis gender identity expression race ethnicity disability sexual orientation colour religion creed gender national origin age marital status pregnancy sex citizenship education languages spoken veteran status Be yourself find your people share things you love. Accommodation available upon request any point during recruitment process If require accommodation please speak talent acquisition partner email nextbit@agilebits.com we'll work meet needs. Remote work part DNA Given company founded remotely2005 safely say experts building remote culture That said remote work at1Password means working home country If got questions concerns about this talent partner happy address them. Successful applicants required complete background check may consist prior employment verification reference checks education confirmation criminal background publicly available social media credit history other information permitted local law. 1Password uses artificial intelligence (AI) machine learning (ML) technologies including natural language processing predictive analytics assist initial screening employment applications improve recruitment process See here latest third party bias audit information If prefer not have application assessed using AI/ML features may opt out completing this form For additional information see Candidate Privacy Notice.