Account Executive, Strategic Accounts

Location

San Francisco, CA, Los Angeles, CA, Orange County, CA

Employment Type

Full time

Location Type

Remote

Department

GTM

OverviewApplication

*1Password is growing faster than ever. 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 and the Utah Mammoth. *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 Extended 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.* As an Account Executive, Strategic Accounts you will target and sell to large Enterprise accounts based West of the Mississippi. Your primary focus is hunting new business opportunities, building sales pipeline, and driving growth within this sector. You play a vital role in driving a significant share of revenue through new logo acquisition leveraging our Extended Access Management platform. Expectations:** This is a field-based sales role. That means you are expected to be regularly engaged in customer-facing activities, including in-person meetings, events, and other travel as required to effectively support your territory. Your primary work location will be your home office, but your role requires a lot of mobility and flexibility. Travel within your assigned territory, and occasionally outside of it, will be a part of your job, and you are responsible for managing your schedule in a way that works for the company and you. Candidates must be based in either San Francisco/Bay Area OR Los Angeles/Orange County.

What we're looking for:

• 10+ years of SaaS sales experience, with at least 5+ years selling into large Enterprise accounts (5,001+ employees)
• Prior experience successfully navigating and selling into specific business landscapes such as healthcare, financial services, government and insurance sectors.
• Demonstrated success consistently overachieving $1M+ annual sales quotas
• Proven track record of closing six- and seven-figure ACV deals involving complex buying groups
• Specific experience selling SaaS, Cybersecurity, Identity and Access Management,and/or other Cloud solutions
• Expertise in strategic account planning,t territory management,and executive-level engagement
• Deep proficiency in value-based consultative,and solution selling.
• Strong executive presence excellent listening skills,and a demonstrated ability to build ROI-driven business cases
• Experience leveraging partners alliances,and channels in Enterprise sales motions
• Proficiency in Salesforce Outreach LinkedIn Sales Navigator Slack Zoom,and other modern sales tech.Has a consistent track record of accuratelyand comprehensively documenting all stages of the sales cycle from initial contact through closeand ongoing client management.
• Highly resilient proactive,and growth-minded with a passion for cybersecurity
• A proven team player eager to collaborateand achieve shared goals rather than working in isolation.
• Preferred: Experience with MEDDPPICC; familiarity with Force Management frameworks Challenger Sale or Target Account Selling methodologies

What you can expect:

• Strategic Territory Ownership: Establish a long-term visionand strategic account plans to drive pipeline generation whitespace growthand multi-threaded relationships across client organizations.
• New Businessand Expansion: Land adopt expand deepen relationships within Enterprise accounts through new logo acquisition upgrade/cross-sell motions.
• Complex Deal Management: Lead long sales cycles (6-12+ months) with large ARRi ($250K+), quarterbacking internal external stakeholders toward mutual action plans successful outcomes.
• Executive Engagement: Build trusted advisor relationships with C-level executives positioning1Password’s Extended Access Management platform as strategic business solution while leveraging existing C-suite relationships to drive ARRi growth.
• Thought Leadership: Serve as thought leaderin Extended Access Management space bringing cybersecurity Identity Access Management expertise customer conversations.
• Cross-Functional Collaboration: Work collaboratively with BDRs Solutions Engineers Customer Success Channels Alliances teams maximize account impact.
• Partner & Channel Strategy: Leverage partners channels alliances extend reach drive more efficient deal execution.
• Pipeline Discipline: Operates with rigor pipeline management Salesforce hygiene forecasting accuracy MEDDPICC (Force Management or Challenger methodologies also valued). Maintain meticulous Salesforce hygiene including regular updates Next Steps committed deals deal stages opportunity health.
• Industry Engagement: Attend industry events trade shows conferences represent1Password strengthen brand presence build relationships potential customers.
• Continuous Improvement: Actively participate internal deal reviews peer coaching strategic planning sessions refine skills share best practices.

USA-based roles only: The annual base salary for this role is between $155000 USDand $225000 USD plus immediate participationin1Password's benefits program (health dental401k many others), utilizationof our generous paid time off an equity grant where applicable participation incentive programs. At1Password we approach each individual's compensationwith promiseof fair market value internal equity commensuratewith experience specific skill set.

Our culture

At1Password we prioritize collaboration clear transparent communication receptiveness feedback alignment core values: keep it simple lead with honesty put people first. You’ll be part team that challenges status quo excited experiment iterate search best solution That said 1Password is not for everyone. Our work demanding strive excellence pace fast We need people keen take challenging problems seek feedback grow driven make impact If you're looking place where can settle comfortable routine might not right fit You’re looking individuals proven experts fields highly adaptable can thrive ambiguity change curious above all deliver results. We are committed leveraging cutting-edge technology—including AI—to achieve our mission We also understand thinking critically about AI current forms will help create better solutions customers ourselves future forms which will help continue close gap between security privacy achieve mission We want team members all levels take approach actively learning AI best practices identifying opportunities apply AI meaningful ways driving innovative solutions daily work Embracing future AI isn't just encouraged at1Password—it's essential part how we will be successful at1Password.

Our approach to work

We recognize power both person collaboration remote work Some roles designated remote-first expectation individuals work homes majority time 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 These include department-wide offsites quarterly department meetings periodic customer events These events typically held varying locations across Canada USA EMEA In leadership roles expect travel once per month average. Note: All go-to market roles have in-person onboarding Toronto.

What we offer

We believe working hard rewarding that hard work through benefits While not exhaustive list here glance what currently offer: Healthand wellbeing 👶 Maternity parental leave top-up programs 🏝 Generous PTO policy 💖 Four company-wide wellness days Growthand 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 Bonusly

You belong here.

1Password proud equal opportunity employer committed fostering inclusive diverse equitable workplace built trust support respect 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 speak talent acquisition partner email nextbit@agilebits.com will work meet needs. Remote work part DNA Given company founded remotely2005 experts building remote culture That said remote work at1Password means working home country If got questions concerns talent partner happy address. 'tSuccessful 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. 'tPosting existing vacancy. 'tUses 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.*