Account Executive Enterprise UKI

Important: 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.

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 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.

Own a specific geographical region or country within the EMEA market which includes target-accounts and an existing book of business that has companies with 3000+ employees. Primary focus is on hunting new business opportunities, building sales pipeline, and driving growth within the ENT sector. Upscaling existing account base through expansion and upsell, leveraging our Extended Access Management Identity.

How we’re using AI today

Across GTM, we’re transforming the way we work with AI. We expect every seller, CSM, and team member to become a power user, using it daily to work smarter and move faster. AI is already embedded in how we operate – from real-time coaching that sharpens how we sell and interact with customers, to surfacing insights that help us anticipate needs – creating more time for meaningful customer engagement. If you’re excited to reshape how you think, make decisions, and drive growth with AI, you’ll feel right at home here.

Expectations of this role

This is a hybrid role with a regular travel component. You will be expected to work from 1Password’s London office 3 days per week, with the flexibility to work from the office up to 5 days per week based on business needs.
You will also regularly engage in customer-facing activities, including in-person meetings, events, and other travel required to effectively support your territory. 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.

What we're looking for

• 5+ years of SaaS sales experience, preferably in security with a focus on Enterprise accounts OR top performance in MidMarket/Commercial and ready to step up.
• Familiarity with the UK region.
• Demonstrated success in owning and growing a geographical territory or country within the UK.
• Proven track record of meeting or exceeding sales quotas and KPIs.
• Outstanding sales skills in prospecting, pipeline building, strategic account planning, value-based selling, and territory management, with meticulous operating rigor in pipeline management, forecasting, and pacing to target
• Demonstrated success in upselling & cross-selling to both new customers and across a book of business, and in uncovering customer pain points beyond what's initially shared
• Proficient skills in business acumen, negotiation, relationship building, communication & presentation skills to C-Suite
• Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management.
• Self-motivated, driven, and able to work independently in a remote setting.
• Preferable proficiency with Salesforce, Slack, Zoom, LinkedIn Sales Navigator & Outreach

Please note that this job description is subject to modifications and is not an exhaustive list of responsibilities.

What you can expect

• Own Your Territory: Manage and grow your designated geographical region or country within EMEA, focusing on acquiring new ENT clients and expanding existing accounts.
• Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting (cold calling, and networking), supplemented with inbound leads and effective pipeline development inline with our sales methodology.

• Drive New Business Growth: Key Activities for effective sales strategies to meet and exceed sales targets including:

  • Strategic Territory Segmentation: Refine client targeting by segmenting against Ideal Customer Profiles (ICPs) that align with enterprise needs and priorities.

  • Contextual Business Understanding & Multithreading: Develop deep insights into the enterprise's structure, key decision-makers, and buying processes. Implement multithreading to engage various stakeholders across departments, ensuring broad influence and deeper engagement.
  • Excellence in Outbound & Pipeline Generation: Leverage a combination of self-generated outreach, BDR collaboration, and marketing-driven initiatives to consistently build a high-quality pipeline.
  • Tailored Discovery & Scoping: Align 1Password’s value to the enterprise's unique challenges through comprehensive discovery and scoping, ensuring that proposed solutions are relevant and impactful at scale.
  • Continuous Improvement via Coaching: Maintain a growth mindset by actively participating in high-quality coaching sessions, driving incremental improvements in sales performance weekly
• Drive Organic Growth: Identify opportunities to expand and cross-sell 1Password’s solutions within existing accounts by building key stakeholder relationships and leveraging your understanding of Extended Access Management.
• Engage the Industry: Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers
• Stay Informed: Stay up to date on cybersecurity trends and developments, particularly in Identity and Access Management, to provide valuable insights to clients and position 1Password as an industry leader.

• Collaborate Cross-Functionally

  • Internal Collaboration: Foster strong partnerships with internal teams such as BDR, Solutions, Channels, Onboarding, and Customer Success to craft tailored solutions that address the complex needs of enterprise clients, ensuring alignment across the customer journey.
  • Multithreaded Client Engagement: Develop and maintain relationships across multiple stakeholders within enterprise client organizations, including C-level, IT, and security teams. This approach ensures a comprehensive understanding of the client's business, enhancing account health and expanding long-term value.

• Focus on Solution-Driven Selling

  • Implement 1Password methodology to ensure our solutions are strategically aligned with client goals and tailored to their specific needs.
  • Demonstrate a comprehensive understanding of client challenges, and position our offerings as impactful, customized solutions that drive value and outcomes.

• Present and Negotiate

  • Confidently present to executives, 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 £87,000 GBP and £126,000 GBP, and is commission-eligible. This role is also eligible for 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.

Important: 1Password is proud to be an equal opportunity employer. We are committed to fostering an inclusive, diverse and equitable workplace that is built on trust, support and respect. We welcome all individuals and do not discriminate on the basis of gender identity and expression, race, ethnicity, disability, sexual orientation, colour, religion, creed, gender, national origin, age, marital status, pregnancy, sex, citizenship, education, languages spoken or veteran status. Be yourself, find your people and share the things you love.

Accommodation is available upon request at any point during our recruitment process. If you require an accommodation, please speak to your talent acquisition partner or email us at nextbit@agilebits.com and we’ll work to meet your needs.

Remote work is a part of our DNA. Given that our company was founded remotely in 2005, we can safely say we're experts at building remote culture. That said, remote work at 1Password does mean working from your home country. If you've got questions or concerns about this, your talent partner would be happy to address them with you.

Successful applicants will be required to complete a background check that may consist of prior employment verification, reference checks, education confirmation, criminal background, publicly available social media, credit history, or other information, as permitted by local law.