1password - Commercial Account Executive UKI
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Requirements
• 4+ years of SaaS sales experience, preferably in security with a focus on Commercial accounts OR top performance in SMB and ready to step up. • Demonstrated success in owning and growing a geographical territory or country within EMEA. • Proven track record of meeting or exceeding sales quotas and KPIs, including consistent experience closing deals with $50k+ ARR and the ability to clearly articulate deal strategy, execution, and outcomes. • 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. • Proven track record of leveraging executive stakeholders throughout deal cycles, effectively multi-threading opportunities, and securing in-person meetings with key decision-makers. • Experience conducting regular in-person customer engagement multiple times per month, with a willingness and ability to travel within your region for client meetings and industry events. • Outbound 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, & presenting to C-Suite. • Written and verbal communication skills across email and communication tools such as Slack and Zoom, with the demonstrated 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 achieving targets while thriving in a remote and fast-paced environment where products and value propositions evolve rapidly, including comfort selling against future vision while products are still in development. • Demonstrated success managing high workloads and competing priorities without sacrificing quality of execution. • 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. • Demonstrated experience partnering with channel resellers (enabling, account mapping, relationship building). • Experience with the MEDDPPICC sales methodology or other rigorous qualification frameworks preferred. • Preferred: Proficiency with Salesforce, Slack, Zoom, LinkedIn Sales Navigator & Outreach. • 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 in the ‘North’ region, 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 excellent 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 (e.g. BDR, Solutions, Channels, Onboarding, Customer Success) to develop tailored solutions that meet client needs and drive satisfaction, optimize client engagement, and identify growth opportunities. • Cultivate multi-threaded relationships within client organizations to enhance overall account health and long-term success. • 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 their pain points and positioning our solutions as essential, strategic tools. • Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions. • Present and Negotiate: • Confidently present to C-suite executives, using a consultative approach while articulating the value proposition of our products and services.
Responsibilities
• Lead high-stakes negotiations with a focus on driving mutually beneficial outcomes. • UK-based roles only: The annual base salary for this role is between £53,000 GBP and £74,000 GBP, and is commission-eligible. This role is also immediate participation in 1Password's benefits program (health, dental, pension, 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. • At 1Password, 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. • You’ll be part of a team that challenges the status quo, and is excited to experiment and iterate in search of the best solution. That said, 1Password is not for everyone https://blog.1password.com/inside-the-culture-powering-1passwords-next-chapter/. Our work is demanding, we strive for excellence, and the pace is fast. We need people who are keen to take on challenging problems, who seek feedback to grow, and who are driven to make an impact. If you're looking for a place where you can settle into a comfortable routine, this might not be the right fit for you. We’re looking for individuals who are proven experts in their fields, as well as those who are highly adaptable, can thrive in ambiguity and through change, are curious, and above all deliver results. • How we work with AI • We are committed to leveraging cutting-edge technology—including AI—to achieve our mission. We also understand that thinking critically about AI in its current forms will help us create better solutions for our customers and ourselves with its future forms, which will help us continue to close the gap between security and privacy and achieve our mission. We want team members at all levels to take the approach of actively learning AI best practices, identifying opportunities to apply AI in meaningful ways, and driving innovative solutions in their daily work. Embracing the future of AI isn't just encouraged—it's an essential part of how we will be successful at 1Password. • This approach extends to our hiring process—candidates are welcome to use AI tools responsibly and thoughtfully during the application process. • Our approach to work • We recognize the power of both in person collaboration and remote work. Some roles are designated as remote-first, with an expectation that individuals work from their homes majority of the time, while others are designated as in-office roles, with an expectation of being on-site on a regular basis. We recognize that certain roles benefit from regular, in-person connection to support collaboration, team cohesion, and customer engagement. • For all roles, occasional travel may be required. This includes things like: department-wide offsites, quarterly department meetings and periodic customer events. These events are typically held in varying locations across Canada, USA and/or EMEA. In leadership roles, you can expect to travel once per month on average. • Note: All go-to market roles will have an in-person onboarding in Toronto.
Benefits
• We believe in working hard, and rewarding that hard work through our benefits. While not an exhaustive list, here is a glance at what we currently offer: • Health and wellbeing • 👶 Maternity and parental leave top-up programs • 🏝 Generous PTO policy • Growth and future • 📈 RSU program for most employees • 💸 Retirement matching program • 🔑 Free 1Password account • 🤝 Paid volunteer days • 🏆 Peer-to-peer recognition through Bonusly • 🌎 Remote-first work environment • Some roles in our GTM team are currently being hired for in-person hybrid work in Toronto and Austin. These roles will specify on the posting. • You belong here.
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