Senior Account Executive - Mid Market - NYC-Financial Services
What you'll do
As a Senior Commercial Account Executive, you will own a focused territory of strategic high growth accounts and existing customers with 500-2,500 employees, with an emphasis on Fortune 1000 organizations. Your mandate is to create new executive relationships, build qualified pipeline, win complex multi-product platform opportunities, expand 1Password’s strategic footprint across an existing book of business and secure new logos to add to our customer base.
Who you are
- 6+ years experience selling to Fortune 1000 organizations and high growth companies spanning 500-2,500 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.
- Rigorous account planning, pipeline creation, opportunity management, forecasting, and negotiation skills.
Bonus points for
- Strong knowledge of identity and access management, privileged access management, credential security, machine identities, agentic AI security, SaaS governance, device trust, or secrets management.
- Experience competing and winning against major enterprise identity and cybersecurity platform providers.
- Proficiency with MEDDPPICC, Salesforce, Slack, Zoom, LinkedIn Sales Navigator, Outreach, and AI-enabled sales tools.
- Experience developing opportunities through channel partners, cloud alliances, systems integrators, or technology partners.
What you can expect
- 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, endpoint, 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 organizations rather than relying on a single champion.
- Uncover business and security priorities beyond the initial use case and turn them into platform expansion opportunities.
- Partner with Customer Success, Solutions Engineering, product specialists, and services teams to create adoption and expansion plans tied to measurable outcomes.
- Operate as one team
- Collaborate closely with BDR, Solutions Engineering, Channels, Alliances, Customer Success, Onboarding, Product, Marketing, Legal, and Deal Desk.
- Co-sell with strategic partners, cloud alliances, channel teams, and systems integrators where they can expand reach or accelerate a decision.
- Represent 1Password at executive briefings, customer meetings, trade shows, and industry events.
- Maintain accurate opportunity data, next steps, forecasts, and account plans in Salesforce.
- Use AI and modern selling tools thoughtfully to improve research, preparation, coaching, and execution while creating more time for customer engagement.
- New York financial-services expertise
- Significant experience selling complex cybersecurity platforms to major banks, capital-markets firms, insurers, asset managers, fintech companies, or other financial institutions headquartered in or operating from New York City.
- Ability to build a network of CISO, CIO, CTO, security, identity, infrastructure, cloud, engineering, architecture, risk, and procurement leaders within New York financial-services accounts, relationships you can confidently activate to open strategic conversations.
- Strong familiarity with financial-services buying cycles, including security and architecture review, third-party risk management, regulatory and compliance requirements, procurement, legal review, testing, implementation planning, and executive approval.
- Working knowledge of the technology stacks and infrastructure common to large financial institutions, including hybrid and multi-cloud environments, identity and privileged-access systems, endpoint controls, developer platforms, legacy infrastructure, and highly regulated production environments.
- A demonstrated record of mapping complex stakeholder groups, building internal consensus, navigating incumbents and competitive dynamics, and winning large, multi-year cybersecurity agreements within New York financial-services accounts.
- How you work
- You lead with curiosity and strong discovery, uncovering the broader security and business problem rather than stopping at the initial product request.
- You create a compelling platform narrative while keeping the customer’s priorities, maturity, and path to value at the center.
- You combine strategic thinking with operating rigor; your account plans, pipeline, forecasts, and close plans are current, specific, and dependable.
- You are resilient, accountable, collaborative, and motivated by ambitious targets and complex opportunities.
- You hunt daily for new opportunities and consistently hit pipeline generation targets.
- You leverage AI daily to expedite your administrative work and identify strategic opportunities across your book.
- You are coachable, apply feedback quickly, and continuously improve your craft.
- You thrive in a remote, field-based environment and prioritize meaningful in-person customer engagement.
Compensation and benefits
USA-based roles only: The annual base salary for this role is between $96,000 USD and $139,000 USD, and is commission-eligible. This role is also immediate participation in 1Password'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.
Our culture, AI, and work methodologies are described in detail within the posting. Several sections cover our approach to compensation, remote work, benefits, and equal opportunity employment.
