Account Executive, Commercial Enterprise - Sydney, AUS

1Password; United States; Hybrid; USD 149,000 - 216,000; Full time

Benefits offered by this job

Health benefits

Dental benefits

401(k) plan

Equity grant

Paid time off

Job summary

1Password, a leader in enterprise password management and Unified Access Management, seeks an Account Executive for a hybrid role based in the USA. You will hunt new Enterprise and Commercial accounts, upsell within an existing base, and drive large ARR opportunities while coordinating across BDR, Solutions, Channels, and CS teams.

Expect to own territory, manage a robust pipeline using MEDDPPICC, and present to C-suite stakeholders.

Qualifications

• 6+ years of SaaS sales experience, preferably in security with a focus on Enterprise/Commercial accounts.
• Proven track record of meeting or exceeding sales quotas.
• Upselling and cross-selling to new and existing customers.
• Ability to understand and articulate complex cybersecurity concepts, particularly Identity and Access Management.
• Proficient in Salesforce and documenting the sales cycle from lead to close.

Responsibilities

• Own Your Territory: Manage and grow your designated territory, acquire new Enterprise & Commercial clients, expand existing accounts.
• Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, and cold calling.
• Drive New Business Growth: Design and implement sales strategies for complex cycles (6–12 months) and large ARR opportunities.
• Upsell and cross-sell within existing accounts leveraging the Extended Access Management platform.
• Attend industry events and conferences to build brand presence and relationships.

Skills

SaaS sales

Enterprise & Commercial

Upselling & cross-selling

MEDDPPICC

Salesforce

Slack

Zoom

LinkedIn Sales Navigator

Outreach

Field travel

Tools

Salesforce

MEDDPPICC

Slack

Zoom

LinkedIn Sales Navigator

Outreach

Job description

the company is growing. We’ve surpassed $500M 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 the company

At the company, 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 the company 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.

As an Account Executive, you manage a territory that includes target‑accounts and an existing book of business that has companies with 2501+ employees. Your primary focus is hunting new business opportunities, building sales pipeline, and driving growth within the Enterprise sector. You are also responsible for upselling into the existing account base, leveraging our Extended Access Management platform.

This role is a hybrid opportunity based within Sydney.

How we’re using AI todayAcross 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. You will be expected to work from the company's office 3 days per week, with the flexibility to work from the office up to 5 days based on business needs.

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

What we’re looking for:

• 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 & cross‑selling to both new customers and across a book of business, and in uncovering customer pain points beyond what's initially shared.

• Advanced 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.

• Business acumen, executive presence, relationship building, solution selling, negotiation, & presenting to C‑Suite.

• Value selling and delivering solutions to provide business outcomes to solve our customers biggest challenges.

• Demonstrated 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.

• A proven team player, eager to collaborate and achieve shared goals rather than working in isolation.

• Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.

• Proficient in Salesforce, with a consistent track record of accurately and comprehensively documenting all stages of the sales cycle, from initial contact through close and ongoing client management.

• Experience with MEDDPPICC preferred.

• Proficiency with Slack, Zoom, Linkedin Sales Navigator & Outreach preferred.

• Ability to travel up to 50%+ as needed.

What you can expect:

• Own Your Territory: Manage and grow your designated territory, focusing on acquiring new Enterprise & Commercial clients and expanding existing accounts. Develop and execute strategic territory plans, prioritizing high‑potential accounts and identifying white space opportunities for growth.

• Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing MEDDPPICC.

• Drive New Business Growth: Design and implement effective sales strategies to:

• Navigate complex sales cycles with multiple stakeholders, often extending 6–12 months, and managing large ARR opportunities.

• Consistently meet or exceed annual sales quotas.

• Maintain a high level of outbound activity with a primary focus on in‑person meetings.

• Identify and engage key decision‑makers within target accounts.

• Qualify, develop and close new business opportunities within your territory.

• Drive Organic Growth: Identify opportunities to upsell and cross‑sell the company’s solutions within existing accounts, leveraging your understanding of our Extended Access Management platform.

• Engage the Industry: Attend industry events, trade shows, and conferences to represent the company, 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 the company as an industry leader.

• Collaborate Cross‑Functionally:

• Build collaborative relationships with internal teams (e.g. BDR, Solutions, Channels, Onboarding, Customer Success) to develop tailored solutions that meet client needs and drive satisfaction.

• Engage in multi‑threaded relationships with client organizations, building deep and broad engagement across technical, operational, and executive stakeholders to drive deal momentum and account health.

• Collaborate with partners and channel teams, where applicable, to maximize reach and co‑sell into enterprise accounts.

• Focus on Solution Selling:

• Implement selling strategies to align our solutions with client needs and objectives.

• Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions.

• Present and Negotiate:

• Confidently present to C‑suite 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.

USA-based roles only: The annual base salary for this role is between $149,000 USD and $216,000 USD, and is commission-eligible. This role is also immediate participation in the company's benefits program (health, dental, 401k and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.

At the company, 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.

Our cultureAt the company, we prioritize collaboration, clear and transparent communication, receptiveness to feedback, and alignment with our core values: keep it simple, lead with honesty, and put people first.

You’ll be part of a team that challenges the status quo, and is excited to experiment and iterate in search of the best solution. That said, the company is not for everyone. Our work is demanding, we strive for excellence, and the pace is