Commercial Account Executive UKI

1Password is growing. We’ve surpassed $400M 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 1Password At 1Password, 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 1Password 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 working remotely in the UK and focused on the UK region, you manage target-accounts and an existing book of business that has companies with 501 – 2,500 employees based in the United Kingdom. Your primary focus is hunting new business opportunities, building sales pipeline, and driving growth within the Commercial sector. You are also responsible for upselling into the existing account base, leveraging our Extended Access Management Identity. How we’re using AI today Across 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 with a regular travel component. You will be expected to work from 1Password’s London office 3 days per week, with the flexibility to work from the office up to 5 days per week based on business needs. You will also regularly engage in customer-facing activities, including in-person meetings, events, and other travel required to effectively support your territory. Travel within your assigned territory, and occasionally outside of it, will be a part of your job, and you are responsible for managing your schedule in a way that works for the company and you. Note: All go-to market roles will have an in-person onboarding in Toronto. What we’re looking for: • 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. • 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. • Willingness to travel within your region for client meetings and industry events. What you can expect: • Own Your Territory: Manage and grow your designated territory in the UK 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. • 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. • 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. UK-based roles only: The annual base salary for this role is between £53,000 GBP and £74,000 GBP, and is commission-eligible. This role is also immediate participation in 1Password’s benefits program (health, dental, pension, and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs. At 1Password, 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 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 amb