The Senior Account Executive - Commercial will manage a territory focused on companies with 500–2,500 employees, driving new business acquisition and expansion within the Commercial sector. This field-based role emphasizes hunting, pipeline development, upselling, and cross-selling 1Password’s Extended Access Management solutions while collaborating with internal teams and engaging C-suite stakeholders.
What You'll Do
- Manage and grow a designated territory by acquiring new Commercial clients and expanding existing accounts.
- Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking using the MEDPICC sales methodology.
- Design and implement effective sales strategies to meet or exceed sales targets.
- Consistently meet or exceed quarterly sales quotas.
- Maintain a high volume of outbound activity, including calls, emails, and meetings.
- Identify and engage key decision-makers within target accounts.
- Develop and close new business opportunities within the assigned territory.
- Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts.
- Leverage understanding of Extended Access Management to drive organic growth.
- Identify opportunities and close large-value deals with multiple product SKUs.
- Attend industry events, trade shows, and conferences to represent 1Password and build brand presence.
- Build relationships with potential customers and interact with CISOs, CIOs, and VP-level contacts.
- Stay up to date on cybersecurity trends, especially in Identity and Access Management, to provide client insights.
- Collaborate with internal teams (e.g., BDR, Solutions, Channels, Onboarding, Customer Success) to develop tailored solutions.
- Optimize client engagement and identify growth opportunities through cross-functional collaboration.
- Cultivate multi-threaded relationships within client organizations to enhance account health.
- Strategically leverage Partner, Alliance, and MSP relationships to create and close opportunities.
- Align 1Password solutions with client needs and objectives through solution selling.
- Demonstrate deep understanding of client pain points and position offerings as strategic solutions.
- Confidently present to C-suite executives using a consultative approach.
- Articulate the value proposition of 1Password’s products and services.
- Create mutual action plans to align sales teams and prospects on responsibilities, steps, and timelines.
- Lead high-stakes negotiations with a focus on mutually beneficial outcomes.
What We're Looking For
- 6+ years of SaaS sales experience, preferably in cybersecurity with a focus on Commercial accounts.
- Proven track record of meeting or exceeding sales quotas and KPIs, achieving President’s Club, top of stack ranking and KPIs.
- Demonstrated experience in delivering forecasts to upward management.
- Demonstrated success in upselling & cross-selling to both new customers and across a book of business.
- Ability to uncover customer pain points beyond what's initially shared.
- 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, relationship building, solution selling, negotiation, and presenting to C-Suite.
- Excellent written and verbal communication skills across email, Slack, and Zoom.
- Ability to make technical concepts accessible to non-technical parties.
- Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management.
- Resilient, self-motivated, and committed to consistently achieving targets while thriving in a remote environment.
- Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.
- Extensive experience with Salesforce, Slack, Zoom, LinkedIn Sales Navigator, and Outreach.
Technical Stack
- Salesforce
- Slack
- Zoom
- LinkedIn Sales Navigator
- Outreach
Benefits & Compensation
- Maternity and parental leave top-up programs
- Competitive health benefits
- Generous PTO policy
- RSU program for most employees
- Retirement matching program
- Free 1Password account
- Paid volunteer days
- Peer-to-peer recognition through Bonusly
- Remote-first work environment
Compensation includes a base salary between $96,000 USD and $139,000 USD annually, an equity grant, and commission eligibility with participation in incentive programs.
Work Mode
Primary work location is home office; role requires regular travel within assigned territory and occasional travel outside it. In-person onboarding in Toronto required for go-to-market roles. Occasional travel for department offsites, quarterly meetings, and customer events across USA, Canada, and EMEA. Locations include Minneapolis, Indianapolis, Chicago, Denver, Phoenix, and Portland.
1Password is proud to be an equal opportunity employer. We welcome all individuals and do not discriminate on the basis of gender identity and expression, race, ethnicity, disability, sexual orientation, colour, religion, creed, gender, national origin, age, marital status, pregnancy, sex, citizenship, education, languages spoken, or veteran status. Accommodation is available upon request at any point during the recruitment process.
