Account Executive, Commercial Enterprise - Sydney, AUS

The role

You will manage a sales territory of Enterprise and Commercial accounts, hunting new business and growing existing accounts. You will build pipeline, run complex sales cycles and sell 1Password's Extended Access Management platform.

What you will do

• Manage and grow your territory, acquiring new Enterprise and Commercial clients and expanding existing accounts
• Build and maintain a healthy sales pipeline through prospecting, inbound leads, cold calling and networking using MEDDPPICC
• Navigate complex sales cycles with multiple stakeholders, often 6–12 months, and manage large ARR opportunities
• Consistently meet or exceed annual sales quotas
• Maintain high outbound activity with a primary focus on in-person meetings
• Upsell and cross-sell 1Password solutions within existing accounts
• Attend industry events, trade shows and conferences to represent 1Password
• Collaborate with BDR, Solutions, Channels, Onboarding and Customer Success teams, and with partners where applicable
• Present to C-suite executives and negotiate mutually beneficial outcomes
• Stay informed on cybersecurity trends, particularly Identity and Access Management

Required qualifications

• 6+ years of SaaS sales experience, preferably in security with a focus on Enterprise and/or Commercial accounts
• Proven track record of meeting or exceeding sales quotas
• Demonstrated success in upselling and cross-selling to new customers and across a book of business
• Ability to uncover customer pain points beyond what is initially shared
• Advanced skills in prospecting, pipeline building, strategic account planning, value-based selling and territory management
• Business acumen, executive presence, relationship building, solution selling, negotiation and presenting to C-Suite
• Ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management
• Resilient, self-motivated and committed to achieving targets while thriving in a remote environment
• Proven team player who collaborates toward shared goals
• Curious and coachable, able to apply feedback and continuously improve
• Proficient in Salesforce, documenting all stages of the sales cycle accurately
• Ability to travel up to 50%+ as needed

Nice to have

• Experience with MEDDPPICC
• Proficiency with Slack, Zoom, LinkedIn Sales Navigator and Outreach

Benefits

• Maternity and parental leave top-up programs
• Competitive health benefits
• Generous PTO policy
• RSU program for most employees
• Retirement matching program
• Free 1Password account
• Paid volunteer days
• Peer-to-peer recognition through Bonusly
• Remote-first work environment

Before you apply

• Successful applicants must complete a background check, which may include employment, reference, education, criminal, social media and credit checks where permitted by local law
• Applications may be screened using AI and machine learning tools; you may opt out via a form linked in the posting

About the company

1Password is a cybersecurity company with over $500M in ARR, known for its enterprise password manager and Unified Access Management. Over 180,000 businesses use its products.