Senior Commercial AE, Enterprise Security — Remote NY Metro

Openkrill

United States

Remote

USD 180,000 - 260,000

Full time

13 days ago

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Job summary

1Password is seeking a Senior Commercial Account Executive to own a focused territory of strategic high-growth accounts and existing customers spanning 501-2,500 employees, with emphasis on Fortune 1000. You will create executive relationships, build pipeline, win complex platform opportunities, and expand the strategic footprint across a growing book of business.

This is a remote, field-based role based in the New York metro area, with in-person meetings and travel required.

Qualifications

6+ years experience selling to Fortune 1000 organizations and high growth companies spanning 501-2,500 employees, with 2+ years of substantial cybersecurity sales experience.
A consistent record of exceeding $1.5M+ annual quotas, including experience carrying quotas in the $1.5M-$3M+ range and closing complex, multi-product opportunities.
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, rather than only transactional or standalone point products.
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 or relevant named‑account segment.
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 the ability to communicate credibly with C‑suite leaders and deeply technical audiences.

Responsibilities

Own and grow a strategic commercial territory
Develop and execute sophisticated account and territory plans across your customer and prospect book.
Create new executive relationships with CISOs, CIOs, identity leaders, security architects, and other senior technology buyers to accelerate access and credibility.
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 the pipeline coverage, account engagement, and deal velocity required to consistently achieve or exceed a significant annual quota.
Sell the full platform story
Elevate conversations from an individual point-product need 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, developer, and AI‑security concepts into clear business value for executive and deeply 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 and apply MEDDPPICC or a comparable enterprise qualification methodology with discipline.
Structure and negotiate complex, multi‑year, multi‑product agreements with material ARR and platform expansion potential.
Expand strategic customer relationships
- Build broad, durable relationships throughout customer