Account Executive, Enterprise

About the role

In the position of Enterprise Account Executive, you will oversee a designated sales territory that targets organizations with a workforce exceeding 2,500 employees. Your primary responsibility will be to generate new business opportunities, cultivate sales pipelines, and enhance our footprint within the Enterprise market. Additionally, you will work on boosting sales within existing client accounts by leveraging our Extended Access Management platform.

Key facts

What you'll do

• Oversee and grow your designated territory, concentrating on acquiring new clients and expanding business within current accounts.
• Develop and execute strategic plans for your territory, pinpointing high-potential business opportunities.
• Build and sustain a robust sales pipeline through various methods, including prospecting, managing inbound leads, and networking, while utilizing the MEDDPPICC framework.
• Formulate and implement effective sales strategies to navigate intricate sales cycles, which can last between 6 to 12 months, and secure substantial annual recurring revenue (ARR) opportunities.
• Consistently achieve or surpass annual sales targets and quotas.
• Maintain a high level of outbound engagement, with a strong emphasis on securing in-person meetings.
• Identify and connect with key decision-makers within targeted accounts.
• Qualify, nurture, and finalize new business opportunities.
• Seek out chances to upsell and cross-sell 1Password solutions to existing clients.
• Act as a representative for 1Password at industry-related events, trade shows, and conferences.
• Stay updated on the latest trends in cybersecurity, particularly in the realm of Identity and Access Management.
• Collaborate with various internal teams (BDR, Solutions, Channels, Onboarding, Customer Success) to craft customized solutions for clients.
• Establish multi-threaded relationships with client organizations, engaging with stakeholders at technical, operational, and executive levels.
• Work alongside channel teams to enhance outreach and co-sell into enterprise accounts.
• Align our solutions with client needs and objectives, demonstrating a clear understanding of their challenges.
• Deliver presentations to C-suite executives, effectively communicating the value of our offerings.
• Develop mutual action plans with prospects to ensure alignment on deal closures.
• Negotiate effectively to secure favorable outcomes for both the client and 1Password.
• Participate in regular customer-facing activities, including in-person meetings and travel within your designated territory.

Requirements

• A minimum of 7 years of experience in SaaS sales, preferably with a focus on security sales and Enterprise accounts.
• A proven track record of consistently meeting or exceeding sales quotas.
• Demonstrated success in upselling and cross-selling to both new and existing clients.
• Ability to identify customer pain points that may not be evident in initial discussions.
• Advanced capabilities in prospecting, building sales pipelines, strategic account planning, value-based selling, and territory management.
• Exceptional attention to detail in managing pipelines, forecasting, and tracking progress toward targets.
• Strong business acumen, executive presence, and skills in relationship building, solution selling, negotiation, and presenting to C-suite executives.
• Proficiency in articulating complex cybersecurity concepts, especially in Identity and Access Management.
• Resilient, self-driven, and dedicated to achieving targets while working remotely.
• A collaborative team player who is eager to achieve collective goals.
• Inquisitive and open to feedback, with a history of applying insights for continuous improvement.
• Familiarity with Salesforce, ensuring consistent and accurate documentation throughout the sales cycle.

Nice to have

• Experience with the MEDDPPICC sales methodology.
• Familiarity with tools such as Slack, Zoom, LinkedIn Sales Navigator, and Outreach.

Skills & tools

• Salesforce
• Slack
• Zoom
• LinkedIn Sales Navigator
• Outreach
• MEDDPPICC (preferred)

Practical notes

• This role is field-based, necessitating regular customer interactions and travel within your assigned territory, and occasionally beyond.
• All Go-To-Market team members will participate in an in-person onboarding session in Toronto.
• Benefits include immediate enrollment in health, dental, and 401k programs, generous paid time off, and an equity grant.
• Candidates are encouraged to utilize AI tools responsibly during the application process.