Commercial Account Executive UKI

Details

• 4+ years of SaaS sales experience, preferably in security with a focus on Commercial accounts OR top performance in SMB and ready to step up.
• Demonstrated success in owning and growing a geographical territory or country within EMEA.
• Proven track record of meeting or exceeding sales quotas and KPIs, including consistent experience closing deals with $50k+ ARR and the ability to clearly articulate deal strategy, execution, and outcomes.
• 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.
• Proven track record of leveraging executive stakeholders throughout deal cycles, effectively multi-threading opportunities, and securing in-person meetings with key decision-makers.
• Experience conducting regular in-person customer engagement multiple times per month, with a willingness and ability to travel within your region for client meetings and industry events.
• Proficient skills in:Outbound 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.
• Outbound 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.
• Resilient, self-motivated, and committed to achieving targets while thriving in a remote and fast-paced environment where products and value propositions evolve rapidly, including comfort selling against future vision while products are still in development.
• Demonstrated success managing high workloads and competing priorities without sacrificing quality of execution.
• 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.
• Demonstrated experience partnering with channel resellers (enabling, account mapping, relationship building).
• Experience with the MEDDPPICC sales methodology or other rigorous qualification frameworks preferred.
• Preferred: Proficiency with Salesforce, Slack, Zoom, LinkedIn Sales Navigator & Outreach.
• Outbound 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.
• Willingness to travel within your region for client meetings and industry events.
• Own Your Territory: Manage and grow your designated territory in the ‘North’ region, focusing on acquiring new Commercial 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.
• 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 CISOs, 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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.