Account Executive Mid-Market , Northeast

1Password is growing. Weve surpassed $400M in ARR and were continuing to accelerate earning a spot on the Forbes Cloud 100 for four years in a row and teaming up with iconic partners like Oracle Red Bull Racing.

About 1Password

At 1Password were 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 Unified 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 180000 businesses from Fortune 100 leaders to the worlds most innovative AI companies trust 1Password to help their teams securely adopt the SaaS and AI tools they need to do their best work.

If youre 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.

As a Commercial Account Executive you will own a focused territory of strategic target accounts and existing customers with 500-2500 employees with an emphasis on Fortune 1000 and high growth organizations. Your mandate is to create new executive relationships build qualified pipeline win complex six-figure multi-product platform opportunities and expand 1Passwords strategic footprint across an existing book of business.

This is not a transactional or single-product sales role. You will lead an enterprise-wide security conversation starting with a customers most urgent problem and building the strategic case for Unified Access across humans AI agents and machines. You will engage and multi-thread with CISOs CIOs IT and security leaders IAM teams DevOps and platform teams engineering leaders security architects finance procurement and other executive stakeholders.

This is a remote field-based opportunity. Candidates must be based in the New York City metro area or New England area and should expect regular in-person customer meetings industry events and travel throughout the territory about 30-40%.

How were using AI today
Across GTM were transforming the way we work with AI. We expect every seller CSM and team member to become a power user using it daily to work smarter and move faster. AI is already embedded in how we operate from real-time coaching that sharpens how we sell and interact with customers to surfacing insights that help us anticipate needs creating more time for meaningful customer engagement. If youre excited to reshape how you think make decisions and drive growth with AI youll feel right at home here.

Note: All go-to market roles will have an in-person onboarding in Toronto.

What were looking for:

• 4 years experience selling to Fortune 1000 organizations and high growth companies spanning 500 employees with 1 year of substantial cybersecurity sales experience.

• A consistent record of exceeding $1M annual quotas including experience carrying quotas in the $1M-2M range and closing complex multi-product opportunities.

• Multiple years of elite sales performance and company recognition such as Presidents Club or equivalent top-performer awards.

• Demonstrated success selling enterprise platforms and multi-product solutions and not just transactional or stand-alone point products.

• Clear methodology for maintaining 2.5x pipeline coverage at all times through territory tiering account planning outreach cadence and cold calling efforts.

• Experience selling identity Zero Trust cloud security endpoint security privileged access developer security or adjacent cybersecurity platforms.

• Proven ability to engage IAM IT security DevOps platform engineering and engineering leaders and connect their technical priorities to an executive business case.

• A record of winning net-new strategic logos and expanding existing accounts through cross-sell upsell and multi-year platform agreements.

• Strong executive presence and the ability to communicate credibly with C-suite leaders and deeply technical audiences.

• Rigorous account planning pipeline creation opportunity management forecasting and negotiation skills.

Bonus points for:

• You lead with curiosity and strong discovery uncovering the broader security and business problem rather than stopping at the initial product request.

• You create a compelling platform narrative while keeping the customers priorities maturity and path to value at the center.

• You combine strategic thinking with operating rigor; your account plans pipeline forecasts and close plans are current specific and dependable.

• You are resilient accountable collaborative and motivated by ambitious targets and complex opportunities.

• You hunt daily for new opportunities and consistently hit pipeline generation targets.

• You leverage AI daily to expedite your administrative work and identify strategic opportunities across your book.

• You are coachable apply feedback quickly and continuously improve your craft.

• You thrive in a remote field-based environment and prioritize meaningful in-person customer engagement.

What you can expect:

Own and grow a strategic commercial territory

• Develop and execute sophisticated account and territory plans for a focused portfolio of high-value prospects and customers.

• Create new executive relationships with CISOs CIOs identity leaders security architects and other senior technology buyers to accelerate access and credibility.

• Identify whitespace competitive displacement opportunities and compelling events across identity security AI adoption privileged access SaaS governance developer workflows and device security.

• Build and maintain the pipeline coverage account engagement and deal velocity required to consistently achieve or exceed a significant annual quota.

• Cultivate relationships in the channel through innovative account mapping techniques and in-person co-selling opportunities.

Sell the full platform story

• Elevate conversations from an individual point-product need to a strategic Unified Access vision spanning people AI agents and machines.

• Connect 1Passwords capabilities to measurable outcomes including reducing credential and access risk eliminating standing privilege governing SaaS and shadow AI protecting developer and machine workflows strengthening device trust and improving auditability.

• Land with the customers most urgent use case then build an executive-backed roadmap for adoption and expansion across Enterprise Password Manager SaaS Manager Credential Broker Device Trust and Privileged Access.

• Translate complex identity access cloud endpoint developer and AI-security concepts into clear business value for executive and deeply technical audiences.

Lead complex multi-stakeholder sales cycles

• Orchestrate 4-6 month sales cycles involving security IAM IT DevOps platform engineering application engineering finance legal procurement and executive sponsors.

• Build consensus across large buying groups and establish clear business technical economic and decision criteria.

• Lead executive presentations discovery sessions workshops business-value assessments commercial negotiations and close plans.

• Create and maintain mutual action plans and apply MEDDPPICC or a comparable enterprise qualification methodology with discipline.

• Structure and negotiate complex multi-year multi-product agreements org-wide solutions with material ARR and platform expansion potential.

Expand strategic customer relationships

• Build broad durable relationships throughout customer organizations rather than relying on a single champion.

• Uncover business and security priorities beyond the initial use case and turn them into platform expansion opportunities.

• Partner with Customer Success Solutions Engineering product specialists and services teams to create adoption and expansion plans tied to measurable outcomes.

Operate as one team

• Collaborate closely with BDR Solutions Engineering Channels Alliances Customer Success Onboarding Product Marketing Legal and Deal Desk.

• Co-sell with strategic partners cloud alliances channel teams and systems integrators where they can expand reach or accelerate a decision.

• Represent 1Password at executive briefings customer meetings trade shows and industry events.

• Maintain accurate opportunity data next steps forecasts and account plans in Salesforce.

• Use AI and modern selling tools thoughtfully to improve research preparation coaching and execution while creating more time for customer engagement.

How you work:

• Knowledge of identity and access management privileged access management credential security machine identities agentic AI security SaaS governance device trust or secrets management.

• Experience competing and winning against major enterprise identity and cybersecurity platform providers.

• Proficiency with MEDDPPICC Salesforce Slack Zoom LinkedIn Sales Navigator Outreach and AI-enabled sales tools.

• Demonstrated ownership of full cycle sales from initial cold outbound to close to expansion.

• Experience developing opportunities through channel partners cloud alliances systems integrators or technology partners.

USA-based roles only: The annual base salary for this role is between $82000 USD and $115000 USD and is commission-eligible. This role is also immediate participation in 1Passwords 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.

At 1Password we approach each individuals 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.

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.

Youll 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 youre looking for a place where you can settle into a comfortable routine this might not be the right fit for you. Were 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 technologyincluding AIto 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 isnt just encouragedits an essential part of how we will be successful at 1Password.

This approach extends to our hiring processcandidates 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 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.

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
Competitive health benefits
Generous PTO policy

Growth and future
RSU program for most employees
Retirement matching program
Free 1Password account

Community
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.

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 and well 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 were experts at building remote culture. That said remote work at 1Password does mean working from your home country. If youve 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 .

Required Experience:

IC