Account Executive, Enterprise - Future Opportunities

About the role

You own the full sales cycle for strategic enterprise accounts, hunting for new opportunities that drive sustainable, predictable revenue growth. You manage a portfolio that includes target accounts and an existing book of business with companies that employ 2501 or more people, ensuring deep penetration and strong retention. You position 1Password as the foundation for a safe and productive digital future, aligning every conversation with the mission of authentic identities, secure sign-ins, and trusted devices. You leverage Extended Access Management to unlock upsell and cross-sell potential, turning every interaction into a chance to deliver measurable business outcomes. You act as the primary point of contact for C-Suite stakeholders, articulating complex cybersecurity concepts with clarity and confidence. You use AI as a force multiplier, adopting tools that sharpen your selling, accelerate your pipeline, and deepen customer engagement. You represent 1Password at industry events and partner forums, reinforcing our brand as a leader among the world's most innovative companies.

Key facts

What you'll do

Conduct discovery conversations that uncover latent needs, translate them into solution roadmaps, and own the end-to-end sales journey from prospect to close.

Build and maintain a robust pipeline of qualified opportunities that aligns with forecast targets and reflects a deep understanding of enterprise buying committees.

Develop strategic account plans that map stakeholder influence, define tailored value propositions, and outline multi-year growth paths for key accounts.

Present executive-level briefings and demonstrations that highlight the business impact of 1Password, focusing on productivity, risk reduction, and compliance.

Collaborate with customer success and implementation teams to ensure smooth onboarding, adoption, and expansion within existing customers.

Analyze competitive landscapes and articulate differentiators so that 1Password remains the preferred platform for unified access management.

Leverage CRM discipline in Salesforce to maintain accurate records, forecast revenue, and ensure reliable pipeline management and pacing.

Engage with partners and alliances, such as Oracle and Red Bull Racing, to explore co-sell opportunities and joint go-to-market initiatives.

Champion the adoption of AI tools across the sales function, using real-time coaching and insights to refine messaging and shorten sales cycles.

Own key metrics including pipeline creation, win rate, average deal size, and forecast accuracy to drive continuous improvement.

Qualify and nurture leads through structured methodologies, ensuring that only high-intent prospects move efficiently through the funnel.

Establish 1Password as the trusted security partner for AI-driven enterprises by aligning product capabilities with emerging customer use cases.

Coordinate internal stakeholders to build business cases, respond to security questionnaires, and support complex procurement processes.

Maintain a consultative posture, asking insightful questions that reveal business problems and position 1Password as the indispensable solution.

Requirements

You must have 6 or more years of SaaS sales experience, with a focus on security and a proven ability to manage Enterprise accounts at scale.

You have a documented history of meeting or exceeding sales quotas, demonstrating resilience and consistency in high-pressure environments.

You have experience upselling and cross-selling to new customers and within a book of business, uncovering pain points that extend beyond stated requirements.

You bring advanced proficiency in prospecting, pipeline building, strategic account planning, value-based selling, and territory management.

You operate with meticulous rigor in pipeline management, forecasting, and pacing, ensuring that activities consistently support revenue targets.

You possess strong business acumen, executive presence, and negotiation skills, with the ability to present to C-Suite audiences with credibility.

You can understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management, to technical and non-technical stakeholders.

You are a proven team player who thrives in remote settings, balancing independence with collaboration to achieve shared goals.

Practical notes

This is a remote opportunity within the US.

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.

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