Account Executive – Commercial
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Job Description
Commercial Account Executive growing 1Password’s Unified Access cybersecurity platform across New York enterprise accounts. Winning complex multi-product deals and expanding strategic customer relationships.
Responsibilities:
- Own and grow a strategic commercial territory covering target accounts and existing customers with 500–2,500 employees
- Develop and execute account and territory plans for high-value prospects and customers
- Create executive relationships with CISOs, CIOs, identity leaders, security architects, and senior technology buyers
- Identify whitespace and competitive displacement opportunities across identity security, AI adoption, privileged access, SaaS governance, developer workflows, and device security
- Build pipeline coverage, account engagement, and deal velocity to achieve or exceed annual quota
- Cultivate channel relationships through account mapping and in-person co-selling
- Elevate point-product conversations into a strategic Unified Access platform vision
- Connect product capabilities to measurable security and business outcomes
- Build adoption and expansion roadmaps across Enterprise Password Manager, SaaS Manager, Credential Broker, Device Trust, and Privileged Access
- Translate complex identity, access, cloud, endpoint, developer, and AI-security concepts into business value
- Orchestrate 4–6 month sales cycles across security, IAM, IT, DevOps, engineering, finance, legal, procurement, and executive stakeholders
- Build consensus and establish business, technical, economic, and decision criteria
- Lead executive presentations, discovery sessions, workshops, business-value assessments, negotiations, and close plans
- Maintain mutual action plans and apply MEDDPPICC or comparable qualification methodology
- Structure and negotiate complex, multi-year, multi-product agreements
- Expand customer relationships through cross-sell, upsell, and platform adoption
- Partner with Customer Success, Solutions Engineering, product specialists, services, BDR, Channels, Alliances, Marketing, Legal, and Deal Desk
- Co-sell with strategic partners, cloud alliances, channel teams, and systems integrators
- Represent 1Password at executive briefings, customer meetings, trade shows, and industry events
- Maintain accurate opportunity data, forecasts, next steps, and account plans in Salesforce
- Use AI and modern selling tools to improve research, preparation, coaching, and execution
Requirements:
- 4+ years of experience selling to Fortune 1000 organizations and high-growth companies with 500+ employees
- 1+ year of substantial cybersecurity sales experience
- Consistently exceeded $1M+ annual quotas, including quotas in the $1M–$2M range
- Experience closing complex, multi-product opportunities
- Multiple years of elite sales performance and company recognition, such as President’s Club or equivalent
- Experience selling enterprise platforms and multi-product solutions
- Ability to maintain 2.5x pipeline coverage
- Experience selling identity, Zero Trust, cloud security, endpoint security, privileged access, developer security, or adjacent cybersecurity platforms
- Ability to engage IAM, IT security, DevOps, platform engineering, and engineering leaders
- Record of winning net-new strategic logos and expanding existing accounts through cross-sell, upsell, and multi-year platform agreements
- Strong executive presence and ability to communicate with C-suite leaders and technical audiences
- Account planning, pipeline creation, opportunity management, forecasting, and negotiation skills
- Knowledge of identity and access management, privileged access management, credential security, machine identities, agentic AI security, SaaS governance, device trust, or secrets management
- Experience competing against major enterprise identity and cybersecurity platform providers
- Proficiency with MEDDPPICC, Salesforce, Slack, Zoom, LinkedIn Sales Navigator, Outreach, and AI-enabled sales tools
- Full-cycle sales experience from cold outbound through close and expansion
- Experience developing opportunities through channel partners, cloud alliances, systems integrators, or technology partners
- Must be based in the New York City metro area
- Must already be legally authorized to work in the applicable country; 1Password will not provide work authorization, relocation assistance, or visa sponsorship
Benefits:
- Commission eligibility
- Health benefits
- Dental benefits
- 401(k)
- Generous paid time off (PTO)
- Equity grant
- Incentive programs, where applicable
- Maternity and parental leave top-up programs
- RSU program for most employees
- Retirement matching program
- Free 1Password account
- Paid volunteer days
- Peer-to-peer recognition through Bonusly
- Remote-first work environment
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