About 1Password

At 1Password, we’re building the foundation for a safe, productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We innovated the market-leading enterprise password manager and pioneered Extended Access Management, a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity, we take a human-centric approach in everything from product strategy to user experience. Over 165,000 businesses and millions of people trust us to provide seamless, secure access to their most critical information.

If you’re excited about the opportunity to contribute to the digital safety of millions, to work alongside a team of curious, driven individuals, and to solve hard problems in a fast-paced, dynamic environment, then we want to hear from you. Come join us and help shape a safer, simpler digital future.

Role overview

As an Account Executive, you manage a territory that includes target-accounts and an existing book of business that has companies with 1,000 - 3,000 employees. Your primary focus is hunting new business opportunities, building sales pipeline, and driving growth within the Commercial sector. You are also responsible for upselling into the existing account base, leveraging our Extended Access Management Identity. This is a remote opportunity in the UK.

What we're looking for

• 6+ years of SaaS sales experience, preferably in cybersecurity with a focus on Commercial accounts.
• Candidates must speak and write fluently in English and/or any Nordics/Benelux languages as the role is focused on the North territory.
• 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, and in uncovering customer pain points beyond what's initially shared.

Advanced skills

• 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, relationship building, solution selling, negotiation, and presenting to C-Suite.
• Written and verbal communication skills across email and tools such as Slack and Zoom, with the ability to make technical concepts accessible to non-technical parties.
• Ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management, and communicate their value.
• Resilient, self-motivated, and committed to consistently achieving targets in a remote environment.
• Curious and coachable, with a proven ability to apply feedback and adapt.
• Proficient in Salesforce, with documented sales cycle progression from initial contact through close and ongoing client management.
• Experience with MEDDPPICC preferred; proficiency with Slack, Zoom, LinkedIn Sales Navigator & Outreach preferred.
• Willingness to travel within your region for client meetings and industry events.

What you can expect

• Own Your Territory: Manage and grow your designated territory, focusing on acquiring new Commercial clients and expanding existing accounts.
• Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing our formalized sales process (MEDPICC preferred).
• Drive New Business Growth: Design and implement effective sales strategies to meet or exceed sales targets by:
• Consistently meeting or exceeding quarterly sales quotas.
• Maintaining a high volume of outbound activity, including calls, emails, and meetings.
• Identifying and engaging key decision-makers within target accounts.
• Developing and closing new business opportunities within your territory.
• Drive Organic Growth: Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of Extended Access Management.
• Close Multi-Product Deals: Identify opportunities and close large value deals with multiple product SKUs.
• Engage the Industry: Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers. Interact with CISOs, CIOs, and other VP level-contacts, demonstrating executive presence and knowledge of the cybersecurity industry.
• Stay Informed: 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.
• Collaborate Cross-Functionally:
  • Build collaborative relationships with internal teams to develop tailored solutions that meet client needs and drive satisfaction.
  • Cultivate multi-threaded relationships within client organizations to enhance account health.
  • Strategically leverage Partner, Alliance, and MSP relationships to create and close opportunities.
• Focus on Solution Selling:
  • Implement selling strategies to align our solutions with client needs and objectives, focusing on pain points and positioning our offerings as strategic tools.
  • Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions.
• Present and Negotiate:
  • Present to C-suite executives with a consultative approach and articulate 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.
  • Lead high-stakes negotiations with a focus on mutually beneficial outcomes.

Our culture

We prioritize collaboration, clear and transparent communication, receptiveness to feedback, and alignment with our core values: keep it simple, lead with honesty, and put people first. We’re about challenging the status quo, experimentation, and delivering results. We’re committed to leveraging cutting-edge technology—including AI—to achieve our mission and encourage continuous learning and innovation in AI practices.

What we offer

We offer a benefits program that includes health and wellbeing, growth and future opportunities, and community support. Specifics include maternity and parental leave top-up programs, competitive health benefits, generous PTO, RSU program, retirement matching, a free 1Password account, paid volunteer days, and remote-first work. Some GTM roles may be in-person in Toronto or Austin as specified on the posting.

You belong here

1Password is proud to be an equal opportunity employer. We are committed to fostering an inclusive, diverse and equitable workplace. We welcome all individuals and do not discriminate on the basis of gender identity and expression, race, ethnicity, disability, sexual orientation, color, religion, creed, gender, national origin, age, marital status, pregnancy, sex, citizenship, education, languages spoken or veteran status. Accommodation is available upon request during the recruitment process. Remote work is part of our DNA, with some roles requiring in-person onboarding in Toronto. Successful applicants may be subject to a background check. 1Password uses AI/ML in our recruitment process; you may opt out of AI/ML screening by completing a form. For more information see our Candidate Privacy Notice.