[Hiring] Account Executive SMB @1Password

Role Description

As an Account Executive, you manage a territory that includes target accounts and an existing book of business with companies up to 1,000 employees. Your primary focus is hunting new business opportunities, building sales pipeline, and driving growth within the SMB sector. You are also responsible for upselling into the existing account base, leveraging our Extended Access Management platform. You will own a specific geographical region or country within the EMEA market.

This is a remote opportunity within the UK.

Qualifications

• 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.
• Solid skills in:
  • Prospecting, pipeline building, account planning, value-based selling, and territory management.
  • 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.
  • 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.

Requirements

• 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.
  • Create mutual action plans to align the sales team and prospects on responsibilities, steps, and timelines for closing deals.
  • Utilize effective negotiation skills to drive mutually beneficial outcomes.

Benefits

• The annual base salary for this role is between £44,000 GBP and £62,000 GBP, and is commission-eligible.
• 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.