1password - Account Executive SMB
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Requirements
• 2+ years of SaaS sales experience, preferably in security with a focus on SMB or Mid Market accounts OR a top performing BDR with outbound experience and success ready to step up. • Experience owning a geographical territory or country within EMEA. • Proven track record of meeting or exceeding sales quotas and KPIs. • Experience upselling & cross-selling to both new customers and across a book of business • Prospecting, pipeline building, account planning, value-based selling, and territory management, with effective operating rigor in pipeline management, forecasting, and pacing to target • Business acumen, solution selling, negotiation, & presenting to company decision makers/stakeholders • Written and verbal communication skills across email and communication tools such as Slack, and Zoom, with the 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 environment. • 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. • 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 geographical region or country within EMEA, focusing on acquiring new SMB 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, MEDDPPICC. • Drive New Business Growth: Achieve or exceed sales targets and KPIs by: • Consistently meeting or exceeding monthly/quarterly sales quotas. • Maintaining a high level of outbound activity, including calls, emails, and meetings. • Developing and closing new business opportunities within your territory. • Drive Organic Growth: Identify opportunities to upsell 1Password solutions within existing accounts, leveraging your understanding of Extended Access Management. • Engage the Industry: Attend industry events, trade shows, and conferences to represent 1Password, build brand presence, and network with potential customers • Stay Informed: Stay up to date on cybersecurity trends and developments, particularly in Identity and Access Management, to effectively position 1Password solutions and communicate their value to prospects. • Collaborate Cross-Functionally: • Build collaborative relationships with internal teams (e.g. BDR, Solutions, Channels, Onboarding, Customer Success) to optimize client engagement and identify growth opportunities. • Engage in multi-threaded relationships within client organizations to enhance overall account health. • Focus on Solution Selling: • Implement selling strategies to align our solutions with client needs and objectives. • Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions. • Present and Negotiate: • Confidently present to company decision makers/stakeholders, articulating the value proposition of our products and services.
Responsibilities
• Utilize effective negotiation skills to drive mutually beneficial outcomes. • UK-based roles only: The annual base salary for this role is between £44,000 GBP and £62,000 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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