Responsibilities
- Manage and grow your designated territory, focusing on acquiring new Enterprise clients and expanding existing accounts.
- Develop and execute strategic territory plans, prioritizing high-potential accounts and identifying white space opportunities for growth
- Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing MEDDPPICC.
- Design and implement effective sales strategies to: Navigate complex sales cycles with multiple stakeholders, often extending 6-12 months, and managing large ARR opportunities.
- Consistently meet or exceed annual sales quotas.
- Maintain a high level of outbound activity with a primary focus on in-person meetings.
- Identify and engage key decision-makers within target accounts.
- Qualify, develop and close new business opportunities within your territory.
- Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of our Extended Access Management platform.
- Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers
- Stay up to date on cybersecurity trends and developments, particularly in Identity and Access Management, to provide valuable insights to clients and position 1Password as an industry leader.
- Build collaborative relationships with internal teams (e.g. BDR, Solutions, Channels, Onboarding, Customer Success) to develop tailored solutions that meet client needs and drive satisfaction
- Engage in multi-threaded relationships with client organizations, building deep and broad engagement across technical, operational, and executive stakeholders to drive deal momentum and account health
- Collaborate with partners and channel teams, where applicable, to maximize reach and co-sell into enterprise accounts
- Implement 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
- Present and Negotiate: Confidently present to C-suite executives, articulating the value proposition of our products and services
- Create mutual action plans to align the sales team and prospects on responsibilities, steps and timelines for closing deals
- Utilize effective negotiation skills to drive mutually beneficial outcomes
Requirements
- 7+ years of SaaS sales experience, preferably in security with a focus on Enterprise accounts.
- Proven track record of meeting or exceeding sales quotas
- Demonstrated success in upselling & cross-selling to both new customers and across a book of business, and in uncovering customer pain points beyond what's initially shared
- Advanced skills in: Prospecting, pipeline building, strategic account planning, value-based selling, and territory management, with meticulous operating rigor in pipeline management, forecasting, and pacing to target
- Business acumen, executive presence, relationship building, solution selling, negotiation, & presenting to C-Suite
- Value selling and delivering solutions to provide business outcomes to solve our customers biggest challenges
- Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management
- Resilient, self-motivated, and committed to achieving targets while thriving in a remote environment
- A proven team player, eager to collaborate and achieve shared goals rather than working in isolation.
- Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve
- Proficient in Salesforce, with a consistent track record of accurately and comprehensively documenting all stages of the sales cycle, from initial contact through close and ongoing client management.
Nice to Have
- Experience with MEDDPPICC preferred
- Proficiency with Slack, Zoom, Linkedin Sales Navigator & Outreach preferred
Benefits
- This role is also immediate participation in 1Password's benefits program (health, dental, 401k and many others)
- utilization of our generous paid time off
- an equity grant and, where applicable, participation in our incentive programs.
- Health and wellbeing 👶 Maternity and parental leave top-up programs 🩺 Competitive health benefits 🏝 Generous PTO policy
- Growth and future 📈 RSU program for most employees 💸 Retirement matching program 🔑 Free 1Password account
- Community 🤝 Paid volunteer days 🏆 Peer-to-peer recognition through Bonusly 🌎 Remote-first work environment
Additional Information
- USA-based roles only: The annual base salary for this role is between $121,000 USD and $175,000 USD, and is commission-eligible.
- This role is also immediate participation in 1Password's benefits program (health, dental, 401k and many others)
- utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.
- At 1Password, we approach each individual's compensation with a promise of fair market value and internal equity commensurate with experience and specific skill set.
- This posting is for an existing vacancy.
- Successful applicants will be required to complete a background check that may consist of prior employment verification, reference checks, education confirmation, criminal background, publicly available social media, credit history, or other information, as permitted by local law.
