Commercial Account Executive (Enterprise Cybersecurity Sales) - Remote (San Francisco/Bay Area)

As a Commercial Account Executive at 1Password, 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 with CISOs, CIOs, IT and security leaders, IAM teams, DevOps, engineering leaders, security architects, finance, procurement, and other executive stakeholders.
• Build qualified pipeline and win complex, six-figure, multi-product, platform opportunities.
• 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.

The role is remote, field-based, with candidates based in the San Francisco/Bay Area. Expect 30–40% travel for in-person customer meetings, industry events, and territory coverage.

How we’re using AI today

Across GTM, 1Password is transforming the way we work with AI. Every seller, CSM, and team member is expected to become a power user, using AI daily to work smarter and move faster. AI is already embedded in operations—from real-time coaching to surfacing insights that help anticipate customer needs, creating more time for meaningful engagement.

What we're looking for:

• 4+ years 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 (e.g., President’s Club or equivalent).

• 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.

• 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 ability to communicate 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/business problems beyond initial product requests.

• Creating a compelling platform narrative while centering customer priorities, maturity, and path to value.

• Combining strategic thinking with operating rigor (current, specific, dependable account plans, pipeline, forecasts, and close plans).

• Resilience, accountability, collaboration, and motivation by ambitious targets and complex opportunities.

• Daily opportunity hunting and consistent pipeline generation targets.

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

• Coachability, quick feedback application, and continuous improvement.

• Thriving in a remote, field-based environment with prioritization of meaningful in-person 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 2.5x pipeline coverage and deal velocity to consistently achieve or exceed a significant annual quota.
  • Cultivate channel relationships through innovative account mapping and in-person co-selling.

• Sell the full platform story:

  • Elevate conversations from point-product needs to a strategic Unified Access vision spanning people, AI agents, and machines.
  • Connect 1Password’s capabilities to measurable outcomes (e.g., reducing credential/access risk, governing SaaS/shadow AI, protecting developer/machine workflows, 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 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 using MEDDPPICC methodology.
  • Structure and negotiate multi-year, multi-product agreements with material ARR and platform expansion potential.

• Expand strategic customer relationships:

  • Build broad, durable relationships across customer organizations.
  • Uncover business/security priorities beyond initial use cases and turn them into platform expansion opportunities.
  • Partner with Customer Success, Solutions Engineering, product specialists, and services teams to create adoption/expansion plans tied to measurable outcomes.

• Operate as one team:

  • Collaborate 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/cybersecurity platform providers.
• Proficiency with MEDDPPICC, Salesforce, Slack, Zoom, LinkedIn Sales Navigator, Outreach, and AI-enabled sales tools.
• Demonstrated ownership of full-cycle sales (cold outbound to close to expansion).
• Experience developing opportunities through channel partners, cloud alliances, systems integrators, or technology partners.