1password - Sales Engineer, SMB

• At least 2 years of experience in a technical customer-facing role (B2B SaaS, preferably in the SMB segment or similar). • Ability to communicate technical information clearly and confidently to a wide range of audiences, including non-technical stakeholders. • Strong presentation, communication, and storytelling skills, making complex information sound simple and relevant. • Detail-oriented with a strong sense of ownership and commitment to quality, even in high-volume environments. • Enthusiasm for learning, testing, and problem-solving. You are curious and dig in when a customer has a challenge. • Strong time-management skills with the ability to effectively prioritize competing tasks and meet deadlines in a fast-paced, transactional sales environment. • Proven ability to work independently and collaboratively in a fast-paced, remote-first team. • Open to learning and able to adapt quickly, working across multiple products and shifting priorities with a flexible and proactive mindset. • Experience in or strong familiarity with the security and identity space, including credential management, privileged access, or secrets management. Prior exposure to tools such as HashiCorp Vault, CyberArk, BeyondTrust, Delinea, or similar PAM and secrets platforms is a significant advantage. • Familiarity with relevant compliance frameworks (e.g., SOC 2, ISO 27001, GDPR) is strongly preferred. • Comfortable navigating developer-centric conversations, including how teams manage secrets in CI/CD pipelines (e.g., GitHub Actions, GitLab CI, Jenkins, CircleCI), container environments (Docker, Kubernetes), and cloud infrastructure (AWS, GCP, Azure). You don't need to write the code, but you should understand the workflow and the risks. • Familiarity with DevSecOps principles and how engineering teams embed security into their development lifecycle. Able to engage confidently with DevOps leads, platform engineers, and CISOs on the risks of secrets sprawl, hardcoded credentials, and over-privileged service accounts. • Working knowledge of identity concepts including SSO, SCIM provisioning, and OAuth/OIDC, and how SaaS application access is managed across growing teams. Familiarity with MDM or endpoint management tools (e.g., Jamf, Intune, CrowdStrike) is a bonus. • Awareness of the growing challenge of non-human identity: service accounts, API tokens, bot credentials, and the security risks they introduce as teams scale AI and automation workflows. Ability to position this as a near-term customer pain, even in SMB accounts. • Working knowledge of modern sales qualification frameworks (e.g., MEDDPICC) is preferred. Training and enablement will be provided as part of ongoing development. • A growth mindset and a genuine curiosity about the evolving identity and security landscape. • Bonus: hands-on experience integrating 1Password or a secrets manager with a developer workflow, CI/CD tool, or automation platform (e.g., GitHub Actions, Zapier, n8n, Make, or similar). • What you can expect: • Serve as the primary technical advisor for SMB sales opportunities within the Go-to-Market team. • Partner with Account Executives to deliver scalable, impactful technical support throughout the sales cycle. • Confidently position and demo all three core products, EPM, SaaS Manager, and Device Trust, as an integrated solution, articulating how they work together to reduce risk across users, apps, and devices. Connect these to the broader Unified Access vision for forward-looking customers. • Support fast-paced, high-volume sales cycles with concise, effective technical guidance. • Recommend and position tailored product solutions that align with SMB customer needs, goals, and common use cases. • Run technical discovery with a range of stakeholders, from IT admins and security leads to developers and DevOps engineers, uncovering use cases around privileged access, SaaS shadow IT, unmanaged endpoints, and secrets for automation and AI workflows. • Handle competitive situations involving PAM vendors (e.g., CyberArk, BeyondTrust), secrets management tools (e.g., HashiCorp Vault, AWS Secrets Manager), and SaaS security platforms. Articulate 1Password's differentiated value for SMB teams who need enterprise-grade capabilities without enterprise-grade complexity. • Partner with SMB reps to build their confidence in discussing product capabilities and navigating technical conversations. • Proactively identify potential technical risks in deals and collaborate with Product and Support teams to resolve them. • Uncover and qualify AI-related use cases during discovery, including how customers are managing secrets for developer tooling, automation workflows, and emerging AI agent infrastructure. • Support proof-of-concept engagements that validate Secrets Automation use cases, including scenarios where customers are securing credentials for AI pipelines, developer environments, or cloud-native workloads. • Collaborate with Sales Enablement and Product Marketing to create and improve internal resources such as objection handling guides, demo frameworks, and playbooks. • Deliver product education to customers focusing on accessibility for non-technical or resource-constrained teams. • Respond to vendor/risk assessments, RFPs/RFIs, security questionnaires, and other technical documentation requests as needed. • Represent the team at select industry events and company/team offsites. Some travel may be required. • UK-based roles only: The annual base salary for this role is between £48,000 GBP and £67,000 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.