США
1PasswordSenior Account Executive - Mid Market - NYC-Financial Services
1 нед. назад
СШАSeniorRemote
meddppiccsalesforceslackzoomlinkedin sales navigatoroutreachaccount planningpipeline creation
Lead strategic sales initiatives targeting mid-market Fortune 1000 organizations in the financial services sector, focusing on cybersecurity multi-product platform opportunities.
About the company
- 1Password
Responsibilities
- Own a focused territory of strategic high growth accounts and existing customers with 500-2,500 employees, emphasizing Fortune 1000 organizations.
- Create new executive relationships and build a qualified pipeline.
- Win complex multi-product platform opportunities and expand 1Password’s strategic footprint across an existing book of business.
- Secure new logos to add to the customer base.
- Own and grow a strategic commercial territory.
- Develop and execute sophisticated account and territory plans across customer and prospect books.
- Create new executive relationships with CISOs, CIOs, identity leaders, security architects, and 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.
- Elevate conversations from individual point-product needs to a strategic Unified Access vision spanning people, AI agents, and machines.
- 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, 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 deeply technical audiences.
- Orchestrate 4-6+ month sales cycles involving multiple stakeholders including security, IAM, IT, DevOps, platform and 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 applying MEDDPPICC or a comparable enterprise qualification methodology.
- Structure and negotiate complex, multi-year, multi-product agreements with material ARR and platform expansion potential.
- Build broad, durable relationships throughout customer organizations beyond a single champion.
- Uncover business and security priorities beyond the initial use case to create platform expansion opportunities.
- Partner with Customer Success, Solutions Engineering, product specialists, and services teams to plan adoption and expansion tied to measurable outcomes.
- 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 to expand reach or accelerate decisions.
- 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 sales tools thoughtfully to improve research, preparation, coaching, and execution while creating more time for customer engagement.
Requirements
- 6+ years experience selling to Fortune 1000 organizations and high growth companies with 500-2,500 employees.
- 2+ years of substantial cybersecurity sales experience.
- Consistent record of exceeding $1.5M+ annual quotas, including experience with $1.5M-$3M+ quotas.
- Multiple years of elite sales performance and company recognition, such as President’s Club or equivalent top-performer awards.
- Demonstrated success selling multi-product platforms and broader solution transformations.
- Experience selling identity, Zero Trust, cloud security, endpoint security, privileged access, developer security, or adjacent cybersecurity platforms.
- Established, credible relationships with enterprise CISOs, CIOs, senior security and IT leaders, IAM leaders, and identity/security architects within the territory.
- Proven ability to engage IAM, IT security, DevOps, platform engineering, and engineering leaders by connecting technical priorities to executive business cases.
- 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 credibly with C-suite leaders and technical audiences.
- Rigorous account planning, pipeline creation, opportunity management, forecasting, and negotiation skills.
Nice to have
- 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.