Commercial Account Executive

1Password is growing, having surpassed $400M in ARR and earned a spot on the Forbes Cloud 100 for four consecutive years. They partner with industry leaders like Oracle Red Bull Racing.

About 1Password

1Password is pioneering Unified Access Management, a new cybersecurity category designed for modern work environments involving humans, AI agents, and machines. Their mission is to enhance employee productivity without compromising security. Over 180,000 businesses, including Fortune 100 leaders and AI companies, trust 1Password to secure their digital tools.

If you are passionate about contributing to digital safety, working with a driven team, and solving complex challenges in a fast-paced environment, 1Password invites you to join them.

Role Overview

As a Commercial Account Executive, you will focus on a strategic territory of target accounts and existing customers with 500-2500 employees, with a focus on Fortune 1000 and high-growth organizations. Your responsibilities include:

• Creating new executive relationships and building qualified pipeline.
• Winning six-figure, multi-product, platform opportunities.
• Expanding 1Password’s strategic footprint across an existing book of business.

This role is not transactional or single-product focused. You will lead enterprise-wide security conversations, starting with a customer’s most urgent problem and building a strategic case for Unified Access across 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. Candidates must be based in the San Francisco/Bay Area and expect regular in-person customer meetings, industry events, and travel throughout the territory, approximately 30-40% of the time.

How We Use AI Today

Across GTM, 1Password is transforming the way they work with AI. They expect every team member to become a power user, using AI daily to work smarter and move faster. AI is embedded in their operations, from real-time coaching to surfacing insights that help anticipate customer needs.

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

What We're Looking For

• 4+ years of experience selling to Fortune 1000 organizations and high-growth companies with 500+ employees, including 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, not just transactional or stand-alone point products.

• Clear methodology for maintaining 2.5x pipeline coverage 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:

• Leading with curiosity and uncovering broader security and business problems.

• Creating a compelling platform narrative while centering on customer priorities.

• Combining strategic thinking with operating rigor in account plans, pipeline, forecasts, and close plans.

• Being resilient, accountable, collaborative, and motivated by ambitious targets.

• Hunting daily for new opportunities and consistently hitting pipeline generation targets.

• Leveraging AI daily to expedite administrative work and identify strategic opportunities.

• Being coachable and continuously improving your craft.

• Thriving in a remote, field-based environment and prioritizing 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 high-value prospects and customers.
• 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 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 individual point-product needs to a strategic Unified Access vision.
• 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 and build an executive-backed roadmap for adoption and expansion.
• Translate complex identity, access, cloud, endpoint, developer, and AI-security concepts into clear business value.

Lead complex, multi-stakeholder sales cycles:

• Orchestrate 4-6 month sales cycles involving multiple stakeholders.
• Build consensus across large buying groups and establish clear 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 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.

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

• 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.