Account Executive, Enterprise DACH (m/f/d)

As an Account Executive, you manage a territory that includes target-accounts and an existing book of business that has companies with 3000+ 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 Identity. This is a remote opportunity in Germany.

What we're looking for:

• 6+ years of SaaS sales experience, preferably in cybersecurity with a focus on Enterprise accounts.
• Fluent in German and English verbally and written.
• Proven track record of meeting or exceeding sales quotas and KPIs, achieving President’s Club, top of stack ranking and KPIs.
• Demonstrated experience in delivering forecasts to upward management.
• 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, relationship building, solution selling, negotiation, & presenting to C-Suite.
• Written and verbal communication skills across email and communication tools such as Slack, and Zoom, with the demonstrated ability to make technical concepts accessible to non-technical parties.
• Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management, and effectively communicate their value.
• Resilient, self-motivated, and committed to consistently achieving targets while thriving in a remote environment.
• Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.
• Preferred: Demonstrated experience partnering with channel resellers experience working with resellers (enabling, account mapping, relationship building).
• Extensive experience with Salesforce, Slack, Zoom, Linkedin Sales Navigator, and Outreach.

What you can expect:

• Own Your Territory: Manage and grow your designated territory, focusing on acquiring new Enterprise clients and expanding existing accounts.
• Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing our formalized sales process (MEDPICC preferred).
• Drive New Business Growth: Design and implement effective sales strategies to meet or exceed sales targets by:
• Consistently meeting or exceeding quarterly sales quotas.
• Maintaining a high volume of outbound activity, including calls, emails, and meetings.
• Identifying and engaging key decision-makers within target accounts.
• Developing and closing new business opportunities within your territory.
• Drive Organic Growth: Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of Extended Access Management.
• Close Multi-Product Deals: Identify opportunities and close large value deals with multiple product SKUs.
• Engage the Industry: Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers. Interact with CISO’s, CIOs, and other VP level-contacts, demonstrating excellent executive presence and knowledge of the cybersecurity industry.
• 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:
• 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, optimize client engagement, and identify growth opportunities.
• Cultivate multi-threaded relationships within client organizations to enhance overall account health and long-term success.
• Strategically leverage Partner, Alliance, and MSP relationships to create and close opportunities.
• Focus on Solution Selling:
• Implement selling strategies to align our solutions with client needs and objectives, focusing on their pain points and positioning our solutions as essential, strategic tools.
• Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions.
• Present and Negotiate:
• Confidently present to C-suite executives, using a consultative approach while 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.
• Lead high-stakes negotiations with a focus on driving mutually beneficial outcomes.

Our culture 

At 1Password, 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, 1Password is not for everyone. Our work is demanding, we strive for excellence, and the pace is fast. We need people who are keen to take on challenging problems, who seek feedback to grow, and who are driven to make an impact. If you're looking for a place where you can settle into a comfortable routine, this might not be the right fit for you. We’re looking for individuals who are proven experts in their fields, as well as those who are highly adaptable, can thrive in ambiguity and through change, are curious, and above all deliver results. We are committed to leveraging cutting-edge technology—including AI—to achieve our mission. We also understand that thinking critically about AI in its current forms will help us create better solutions for our customers and ourselves with its future forms, which will help us continue to close the gap between security and privacy and achieve our mission. We want team members at all levels to take the approach of actively learning AI best practices, identifying opportunities to apply AI in meaningful ways, and driving innovative solutions in their daily work. Embracing the future of AI isn't just encouraged at 1Password—it's an essential part of how we will be successful at 1Password.

Our approach to remote work 

We believe in the power of remote work, but we also recognize that some in-person connection with team members and customers is important to help us achieve our mission. While we are a remote-first company, occasional travel for in-person engagement will be a part of this role. This may include but is not limited to bi-annual department-wide offsites, quarterly department meetings and periodic customer events. These events will typically be held in varying locations across EMEA, Canada and/or the USA. In leadership roles, you can expect to travel once per month on average.

What we offer

We believe in working hard, and rewarding that hard work through our benefits. While not an exhaustive list, here is a glance at what we currently offer: Health and wellbeing 👶 Maternity and parental leave top-up programs 🏝 Generous PTO policy 💖 Four company-wide wellness days  Growth and future  📈 Company equity for all full-time employees 💸 Retirement matching program 🔑 Free 1Password account Community  🤝 Paid volunteer days 🌎 Employee-led inclusion and belonging programs and ERGs 🏆 Peer-to-peer recognition through Bonusly You belong here. 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. Show more

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