Senior Account Executive - Mid Market

Senior Account Executive - Mid Market

Company: 1Password

About 1Password

1Password is a rapidly growing cybersecurity company that has surpassed $400M in ARR. We are dedicated to building the foundation for a safe and productive digital future by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We pioneered Unified Access Management, a new cybersecurity category designed for modern workforces and AI agents. Over 180,000 businesses trust 1Password to help their teams securely adopt the SaaS and AI tools they need.

We are looking for curious, driven individuals who are excited about shaping a safer, simpler digital future and solving hard problems in a fast-paced, dynamic environment.

The Role

As a Senior Commercial Account Executive, you will own a focused territory of strategic, high-growth accounts and existing customers with 500-2500 employees, with an emphasis on Fortune 1000 organizations. Your mandate is to build executive relationships, generate qualified pipeline, win complex multi-product platform opportunities, expand 1Password's footprint within existing accounts, and secure new logos.

This is an enterprise-wide security sales role, focusing on Unified Access for humans, AI agents, and machines. You will engage with CISOs, CIOs, IT and security leaders, IAM teams, DevOps, engineering leaders, security architects, finance, procurement, and other executive stakeholders.

This is a remote, field-based opportunity requiring regular in-person customer meetings, industry events, and travel throughout the territory. Candidates must be based in the Southeast region.

How we’re using AI today

AI is integrated into our Go-To-Market strategy, empowering sellers to work smarter and faster through real-time coaching, insight surfacing, and enhanced customer engagement.

Expectations of this role:

• This is a field-based sales role requiring regular customer-facing activities, including in-person meetings, events, and travel.
• Candidates MUST be based in the Mid Atlantic or Southeast, preferably in or near Washington D.C., Richmond, Charlotte, Charleston, Raleigh-Durham, or Atlanta.
• Your primary work location will be your home office, with significant travel within your assigned territory.

What we're looking for:

• 6+ years of experience selling to Fortune 1000 organizations and high-growth companies (500+ employees), with 2+ years in substantial cybersecurity sales.
• A consistent record of exceeding $1.5M+ annual quotas, including experience with quotas in the $1.5M-$3M+ range and closing complex, multi-product opportunities.
• Multiple years of elite sales performance and company recognition (e.g., President’s Club).
• Demonstrated success selling enterprise platforms and multi-product transformations, not just transactional point products.
• Experience selling identity, Zero Trust, cloud security, endpoint security, privileged access, developer security, or adjacent cybersecurity platforms.
• Established relationships with enterprise CISOs, CIOs, senior security and IT leaders, IAM leaders, and identity/security architects within the territory or relevant named-account segment.
• 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:

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

What you can expect:

Own and grow a strategic commercial territory

• Develop and execute sophisticated account and territory plans.
• Create new executive relationships with CISOs, CIOs, identity leaders, security architects, and other senior technology buyers.
• 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 pipeline coverage, account engagement, and deal velocity to consistently achieve or exceed annual quotas.

Sell the full platform story

• Elevate conversations from individual product needs to a strategic Unified Access vision spanning people, AI agents, and machines.
• Connect 1Password’s capabilities to measurable outcomes like reducing risk, eliminating privilege, governing AI, protecting workflows, strengthening device trust, and improving auditability.
• Land with the customer’s most urgent use case and build an executive-backed roadmap for adoption and expansion across Enterprise Password Manager, SaaS Manager, Credential Broker, Device Trust, and Privileged Access.
• Translate complex security concepts into clear business value for executive and technical audiences.

Lead complex, multi-stakeholder sales cycles

• Orchestrate 4-6+ month sales cycles involving security, IAM, IT, DevOps, 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.
• Structure and negotiate complex, multi-year, multi-product agreements.

Expand strategic customer relationships

• Build broad, durable relationships throughout customer organizations.
• 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.

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.
• 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 to improve research, preparation, coaching, and execution.

How you work:

• Lead with curiosity and strong discovery, uncovering broader security and business problems.
• Create a compelling platform narrative centered on customer priorities and value.
• Combine strategic thinking with operating rigor; maintain current, specific, and dependable account plans, pipeline, forecasts, and close plans.
• Be resilient, accountable, collaborative, and motivated by ambitious targets and complex opportunities.
• Hunt daily for new opportunities and consistently hit pipeline generation targets.
• Leverage AI daily to expedite administrative work and identify strategic opportunities.
• Be coachable, apply feedback quickly, and continuously improve.
• Thrive in a remote, field-based environment and prioritize meaningful in-person customer engagement.

Compensation & Benefits:

• Annual base salary: $96,000 - $139,000 USD (commission-eligible).
• Immediate participation in 1Password's benefits program (health, dental, 401k, and more).
• Generous paid time off.
• Equity grant.
• Participation in incentive programs where applicable.

At 1Password, compensation is based on fair market value and internal equity commensurate with experience and skill set.

Our culture:

We prioritize collaboration, clear communication, receptiveness to feedback, and our core values: keep it simple, lead with honesty, and put people first. We challenge the status quo, experiment, and iterate. Our work is demanding, we strive for excellence, and the pace is fast. We seek individuals who are keen to take on challenging problems, seek feedback to grow, and are driven to make an impact. We are looking for proven experts who are also highly adaptable, thrive in ambiguity, are curious, and deliver results.

How we work with AI:

We are committed to leveraging cutting-edge technology, including AI, to achieve our mission. We critically evaluate AI to create better solutions for our customers.