Account Executive SMB

1Password is growing. We’ve surpassed $400M in ARR and we’re 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.

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 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 field-based sales role. That means you are expected to be regularly engaged in customer-facing activities, including in-person meetings, events, and other travel as required to effectively support your territory.

Your primary work location will be your home office, but your role requires a lot of mobility and flexibility. Travel within your assigned territory, and occasionally outside of it, will be a part of your job, and you are responsible for managing your schedule in a way that works for the company and you.

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

• 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, with 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, with the 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.

• 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.

• 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.

• 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.

UK-based roles only: The annual base salary for this role is between £44,000 GBP and £62,000 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.