Account Executive - Commercial, San Francisco/Bay Area

Commercial Account Executive

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 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 180,000 businesses, from Fortune 100 leaders to the world's 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 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.

As a Commercial Account Executive, you will own a focused territory of strategic target accounts and existing customers with 500-2,500 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 1Password's 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 customer's 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 San Francisco/Bay Area and should expect regular in-person customer meetings, industry events, and travel throughout the territory, about 30-40%.

Across GTM, we're 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 you're excited to reshape how you think, make decisions, and drive growth with AI, you'll feel right at home here.

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

What we're 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 President's 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 customer's 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 1Password's 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 customer's 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.
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