Account Executive, Enterprise

About the role

As an Enterprise Account Executive, you will manage a sales territory focused on companies with over 2500 employees. Your main goal is to find new business, build sales pipelines, and expand our presence in the Enterprise sector. You will also be responsible for increasing sales within existing client accounts using our Extended Access Management platform.

Key facts

What you'll do

• Manage and expand your assigned territory, focusing on new client acquisition and growth within existing accounts.
• Create and carry out strategic territory plans, identifying high-potential opportunities.
• Build and maintain a strong sales pipeline through prospecting, inbound leads, and networking, using the MEDDPPICC framework.
• Develop and implement sales strategies to navigate complex sales cycles (6-12 months) and close large ARR opportunities.
• Consistently meet or exceed annual sales quotas.
• Maintain high outbound activity, prioritizing in-person meetings.
• Identify and engage key decision-makers within target accounts.
• Qualify, develop, and close new business opportunities.
• Identify opportunities to upsell and cross-sell 1Password solutions within current accounts.
• Represent 1Password at industry events, trade shows, and conferences.
• Stay informed on cybersecurity trends, especially in Identity and Access Management.
• Collaborate with internal teams (BDR, Solutions, Channels, Onboarding, Customer Success) to create tailored client solutions.
• Build multi-threaded relationships with client organizations across technical, operational, and executive levels.
• Partner with channel teams to maximize reach and co-sell into enterprise accounts.
• Align solutions with client needs and objectives, demonstrating understanding of their pain points.
• Present to C-suite executives, articulating the value of our products.
• Create mutual action plans with prospects to align on closing deals.
• Negotiate effectively to achieve beneficial outcomes.
• Engage in regular customer-facing activities, including in-person meetings and travel within your territory.

Requirements

• 7+ years of SaaS sales experience, with a preference for security sales and Enterprise accounts.
• Proven history of meeting or exceeding sales quotas.
• Demonstrated success in upselling and cross-selling to new and existing customers.
• Ability to uncover customer pain points beyond initial discussions.
• Advanced skills in prospecting, pipeline building, strategic account planning, value-based selling, and territory management.
• Meticulous operating rigor in pipeline management, forecasting, and pacing to target.
• Strong business acumen, executive presence, relationship building, solution selling, negotiation, and C-suite presentation skills.
• Ability to articulate complex cybersecurity concepts, particularly in Identity and Access Management.
• Resilient, self-motivated, and committed to achieving targets in a remote setting.
• Proven team player, collaborative and eager to achieve shared goals.
• Curious and coachable, with a track record of applying feedback and continuous improvement.
• Proficient in Salesforce, with consistent and accurate documentation of the sales cycle.

Nice to have

• Experience with MEDDPPICC.
• Proficiency with Slack, Zoom, LinkedIn Sales Navigator, and Outreach.

Skills & tools

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

Practical notes

• This is a field-based sales role requiring regular customer-facing activities and travel within your assigned territory, and occasionally outside of it.
• All Go-To-Market roles include an in-person onboarding in Toronto.
• Benefits include immediate participation in health, dental, and 401k programs, generous paid time off, and an equity grant.
• Candidates are welcome to use AI tools responsibly during the application process.