Account Executive, SMB - 1Password

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 Unified Access Management, a new cybersecurity category built for the way people and AI agents work today.

As an Account Executive on our SMB Sales team, you’ll own a territory of target accounts and existing customers with up to 1,000 employees. Your focus will be building new business, creating a healthy sales pipeline, and expanding customer relationships by connecting organizations with solutions that help protect access to the tools and information their teams rely on.

You’ll partner closely with Business Development Representatives (BDRs), Solutions, Channels, Onboarding, and Customer Success to deliver thoughtful, value-based sales experiences.

Expectations of this role

This is a hybrid role. You will be expected to work from 1Password's Toronto office 3 days per week, with the flexibility to work from the office up to 5 days based on business needs.

What we're looking for

• 2+ years of Software as a Service (SaaS) sales experience, ideally selling security solutions to Small and Medium-sized Businesses (SMBs) or mid-market customers; alternatively, experience as a high-performing BDR with strong outbound results and readiness to move into an Account Executive role.
• A record of meeting or exceeding sales quotas and Key Performance Indicators (KPIs), with clear ownership of your results.
• Experience building pipeline through outbound prospecting, cold calling, inbound leads, networking, and account planning.
• Experience managing both new business and expansion opportunities, including upselling and cross-selling within an existing book of business.
• Strong solution-selling, negotiation, forecasting, presentation, and written and verbal communication skills, with the ability to make technical concepts accessible to non-technical audiences.
• The ability to understand and explain cybersecurity concepts, particularly Identity and Access Management (IAM), in the context of customer needs.
• Preferred: Experience with MEDDPPICC or another structured qualification framework, as well as Salesforce, Slack, Zoom, LinkedIn Sales Navigator, or Outreach.

What you can expect

• Own and grow a territory by identifying target accounts, developing an Ideal Customer Profile (ICP), and prioritizing opportunities based on customer needs and business potential.
• Build and maintain pipeline through proactive prospecting, inbound follow-up, cold calling, networking, and consistent account planning.
• Meet or exceed monthly and quarterly sales targets by developing, advancing, and closing new business opportunities.
• Expand existing customer relationships by identifying relevant opportunities to introduce additional 1Password solutions, including Extended Access Management.
• Use a structured sales process to understand customer priorities, uncover pain points, align solutions to business outcomes, and create clear mutual action plans.
• Present to stakeholders and decision-makers, handle objections, and negotiate mutually beneficial outcomes.
• Collaborate with internal teams and channel partners to support customer engagement, strengthen account health, and create shared growth opportunities.