Account Executive, Strategic Accounts (North America)

About 1Password

At 1Password, we’re building the foundation for a safe, productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We innovated the market-leading enterprise password manager and pioneered Extended Access Management, a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity, we take a human-centric approach in everything from product strategy to user experience. Over 165,000 businesses and millions of people trust us to provide seamless, secure access to their most critical information. 

If you're excited about the opportunity to contribute to the digital safety of millions, to work alongside a team of curious, driven individuals, and to solve hard problems in a fast-paced, dynamic environment, then we want to hear from you. Come join us and help shape a safer, simpler digital future.

Job Summary:

As an Account Executive, you manage a territory that includes large Enterprise accounts and an existing book of business with companies with 5,001+ employees. Your primary focus is hunting new business opportunities, building sales pipeline, and driving growth within this sector. You play a vital role in driving a significant share of revenue through new logo acquisition and expansion and upselling within existing accounts, leveraging our Extended Access Management platform.

Responsibilities:

• Strategic Territory Ownership: Establish a long-term vision and strategic account plans to drive pipeline generation, whitespace growth, and multi-threaded relationships across client organizations.

• New Business and Expansion: Land, adopt, expand, and deepen relationships within Enterprise accounts through new logo acquisition and upgrade/cross-sell motions.

• Complex Deal Management: Lead long sales cycles (6-12+ months) with large ARRi ($250K+), quarterbacking internal and external stakeholders toward mutual action plans and successful outcomes.

• Executive Engagement: Build trusted advisor relationships with C-level executives, positioning 1Password’s Extended Access Management platform as a strategic business solution, while leveraging existing C-suite relationships to drive ARRi growth.

• Thought Leadership: Serve as a thought leader in the Extended Access Management space, bringing cybersecurity and Identity Access Management expertise to customer conversations.

• Cross-Functional Collaboration: Work collaboratively with BDRs, Solutions Engineers, Customer Success, Channels, and Alliances teams to maximize account impact.

• Partner & Channel Strategy: Leverage partners, channels, and alliances to extend reach and drive more efficient deal execution.

• Pipeline Discipline: Operates with rigor in pipeline management, Salesforce hygiene, forecasting accuracy, and MEDDPICC (Force Management or Challenger methodologies also valued). Maintain meticulous Salesforce hygiene including regular updates to Next Steps, committed deals, deal stages, and opportunity health.

• Industry Engagement: Attend industry events, trade shows, and conferences to represent 1Password, strengthen brand presence, and build relationships with potential customers.

• Continuous Improvement: Actively participate in internal deal reviews, peer coaching, and strategic planning sessions to refine skills and share best practices.

Qualifications:

• 10+ years of SaaS sales experience, with at least 5+ years selling into large Enterprise accounts (5,001+ employees)

• Prior experience successfully navigating and selling into specific business landscapes such as healthcare, financial services, government and insurance sectors.

• Demonstrated success consistently overachieving $1M+ annual sales quotas

• Proven track record of closing six- and seven-figure ACV deals involving complex buying groups

• Specific experience selling SaaS, Cybersecurity, Identity and Access Management, and/or other Cloud solutions

• Expertise in strategic account planning, territory management, and executive-level engagement

• Deep proficiency in value-based, consultative, and solution selling.

• Strong executive presence, excellent listening skills, and a demonstrated ability to build ROI-driven business cases

• Experience leveraging partners, alliances, and channels in Enterprise sales motions

• Proficiency in Salesforce, Outreach, LinkedIn Sales Navigator, Slack, Zoom, and other modern sales tech. Has a consistent track record of accurately and comprehensively documenting all stages of the sales cycle, from initial contact through close and ongoing client management.

• Highly resilient, proactive, and growth-minded with a passion for cybersecurity

• A proven team player, eager to collaborate and achieve shared goals rather than working in isolation.

• Preferred: Experience with MEDDPPICC; familiarity with Force Management frameworks, Challenger Sale, or Target Account Selling methodologies

USA-based roles only: The annual base salary for this role is between $145,000 USD and $196,000 USD , plus immediate participation in 1Password's benefits program (health, dental, 401k and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.

Canada-based roles only: The annual base salary for this role is between $157,000 CAD and $213,000 CAD plus immediate participation in 1Password’s generous benefits program (health, dental, RRSP 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.

Our culture

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. 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.

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 at 1Password—it's an essential part of how we will be successful at 1Password.

Our approach to remote work

We believe in the power of remote work, but recognize that in-person connection is important to help us achieve our mission. While we are a remote-first company, travel for in-person engagement is a part of most roles. Frequency will depend on role and responsibilities, and may include, but is not limited to: annual department-wide offsites, team meetings, and customer/industry events.

What we offer

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

💖 Four company-wide wellness days

Growth and future

📈 Company equity for all full-time employees

💸 Retirement matching program

🔑 Free 1Password account

Community

🤝 Paid volunteer days

🌎 Employee-led inclusion and belonging programs and ERGs

🏆 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 nextbit@agilebits.com 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.

1Password uses artificial intelligence (AI) and machine learning (ML) technologies, including natural language processing and predictive analytics, to assist in the initial screening of employment applications and improve our recruitment process. See here for the latest third party bias audit information. If you prefer not to have your application assessed using AI/ML features, you may opt out by completing this form. For additional information see our Candidate Privacy Notice.