Account Executive, Enterprise

About 1Password:

We all have important information we need to manage, and protecting it should be easy. Over 150,000 businesses and millions of people log in to 1Password to unlock smart, simple access to everything they care about. Our vision is to create a safer, simpler digital future for everyone, and our culture values simplicity, honesty and a human-centric approach to solving problems. Come help us unlock peace of mind so everyone can stay safer online.

Own a specific geographical region or country within the EMEA market which includes target-accounts and an existing book of business that has companies with 3000+ employees. Primary focus is on hunting new business opportunities, building sales pipeline, and driving growth within the ENT sector. Upscaling existing account base through expansion and upsell, leveraging our Extended Access Management Identity.

This is a remote opportunity within the UK.

What we're looking for:

• 5+ years of SaaS sales experience, preferably in security with a focus on Enterprise accounts OR top performance in MidMarket/Commercial and ready to step up.
• (EMEA) Demonstrated success in owning and growing a geographical territory or country within EMEA.
• Proven track record of meeting or exceeding sales quotas and KPIs.
• Outstanding sales 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
• 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
• Proficient skills in business acumen, negotiation, relationship building, communication & presentation skills to C-Suite
• Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management.
• Self-motivated, driven, and able to work independently in a remote setting.
• Preferable proficiency with Salesforce, Slack, Zoom, Linkedin Sales Navigator & Outreach
• Additional language preferred but not required

What you can expect:

• Own Your Territory: Manage and grow your designated geographical region or country within EMEA, focusing on acquiring new ENT clients and expanding existing accounts.
• Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting (cold calling, and networking), supplemented with inbound leads and effective pipeline development inline with our sales methodology.
• Drive New Business Growth: Key Activities for effective sales strategies to meet and exceed sales targets including:
• Strategic Territory Segmentation: Refine client targeting by segmenting against Ideal Customer Profiles (ICPs) that align with enterprise needs and priorities.
• Contextual Business Understanding & Multithreading: Develop deep insights into the enterprise's structure, key decision-makers, and buying processes. Implement multithreading to engage various stakeholders across departments, ensuring broad influence and deeper engagement.
• Excellence in Outbound & Pipeline Generation: Leverage a combination of self-generated outreach, BDR collaboration, and marketing-driven initiatives to consistently build a high-quality pipeline.
• Tailored Discovery & Scoping: Align 1Password’s value to the enterprise's unique challenges through comprehensive discovery and scoping, ensuring that proposed solutions are relevant and impactful at scale.
• Continuous Improvement via Coaching: Maintain a growth mindset by actively participating in high-quality coaching sessions, driving incremental improvements in sales performance weekly
• Drive Organic Growth: Identify opportunities to expand and cross-sell 1Password’s solutions within existing accounts by building key stakeholder relationships and leveraging your understanding of Extended Access Management.
• Engage the Industry: Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers
• 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: 
• Internal Collaboration: Foster strong partnerships with internal teams such as BDR, Solutions, Channels, Onboarding, and Customer Success to craft tailored solutions that address the complex needs of enterprise clients, ensuring alignment across the customer journey.
• Multithreaded Client Engagement: Develop and maintain relationships across multiple stakeholders within enterprise client organizations, including C-level, IT, and security teams. This approach ensures a comprehensive understanding of the client's business, enhancing account health and expanding long-term value.
• Focus on Solution-Driven Selling:
• Implement 1Password methodology to ensure our solutions are strategically aligned with client goals and tailored to their specific needs.
• Demonstrate a comprehensive understanding of client challenges, and position our offerings as impactful, customized solutions that drive value and outcomes.
• Present and Negotiate:
• Confidently present to 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.
• Please note that this job description is subject to modifications and is not an exhaustive list of responsibilities.

We believe in the power of remote work, but we also recognize that some in-person connection with team members and customers is important to help us achieve our mission. While we are a remote-first company, occasional travel for in-person engagement will be a part of this role. This may include but is not limited to bi-annual department-wide offsites, quarterly department meetings and periodic customer events. These events will typically be held in varying locations across Canada and the USA. In leadership roles, you can expect to travel once per month on average.

What we offer:

We believe in working hard, and resting hard. We’re always looking for new ways to support our team members, but here’s a glance at what we currently offer:

Health and wellbeing

> 👶 Maternity and parental leave top-up programs

> 👟 Wellness spending account

> 🏝 Generous PTO policy 

> 💖 Company-wide wellness days off scheduled throughout the year 

> 🧠 Wellness Coach membership

> 🩺 Comprehensive health coverage

 Growth and future 

> 📈 Employee stock option program for all full-time employees 

> 💸 Retirement matching program

> 💡 Training budget, 1Password University access, and learning sessions 

> 🔑 Free 1Password account (and friends and family discount!) 

Flexibility and community

> 🤝 Paid volunteer days 

> 🌎 Employee-led DEIB programs and ERGs and ECGs

> 🏠 Fully remote environment

> 🏆 Peer-to-peer recognition through Bonusly

You belong here.

1Password is proud to be an equal opportunity employer. We are committed to fostering an inclusive, diverse and equitable workplace that is built on trust, support and respect. 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. Be yourself, find your people and share the things you love.

Accommodation is available upon request at any point during our recruitment process. If you require an accommodation, please speak to your talent acquisition partner or email us at [email protected] and we’ll work to meet your needs.

Remote work is a part of our DNA. Given that our company was founded remotely in 2005, we can safely say we're experts at building remote culture. That said, remote work at 1Password does mean working from your home country. If you've got questions or concerns about this, your talent partner would be happy to address them with you.

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.