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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in SaaS sales with a focus on Enterprise accounts, showcasing advanced skills in territory management, pipeline building, and value-based selling. Proficient in navigating complex sales cycles and effectively presenting cybersecurity solutions to C-suite executives.
Highest-signal resume keywords
SaaS Sales ExperienceEnterprise Account ManagementUpselling And Cross-SellingSalesforce ProficiencyCybersecurity Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Territory ManagementPipeline BuildingValue-Based SellingForecastingNegotiationStrategic Account PlanningProspectingPacing To TargetIdentity And Access ManagementMEDDPPICC
Soft Skills
Business AcumenExecutive PresenceRelationship BuildingCollaborationAdaptability
Tools & Technologies
SalesforceSlackZoomLinkedIn Sales NavigatorOutreach
Industry Keywords
CybersecurityEnterprise SectorSales QuotasIn-Person MeetingsTrade ShowsC-Suite Presentations
Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Manage a territory containing target accounts and an existing book of business with companies having 2,501+ employees
- Hunt new business opportunities, build sales pipeline, and drive Enterprise-sector growth
- Upsell into the existing account base using 1Password’s Extended Access Management platform
- Develop and execute strategic territory plans and identify white-space growth opportunities
- Build and maintain pipeline through prospecting, inbound leads, cold calling, and networking
- Navigate complex 6–12-month sales cycles and manage large ARR opportunities
- Meet or exceed annual sales quotas
- Maintain high outbound activity with a focus on in-person meetings
- Identify decision-makers, qualify opportunities, and close new business
- Upsell and cross-sell solutions within existing accounts
- Attend industry events, trade shows, and conferences to represent 1Password
- Stay current on cybersecurity and Identity and Access Management trends
- Collaborate with BDR, Solutions, Channels, Onboarding, Customer Success, partners, and channel teams
- Build multi-threaded relationships across technical, operational, and executive stakeholders
- Align solutions with client needs and business objectives
- Present product value propositions to C-suite executives
- Create mutual action plans and negotiate mutually beneficial outcomes
- Complete in-person onboarding in Toronto
Requirements
What you’ll need- 6+ years of SaaS sales experience, preferably in security with a focus on Enterprise and/or Commercial accounts
- Proven track record of meeting or exceeding sales quotas
- Demonstrated success in upselling and cross-selling to new customers and across an existing book of business
- Advanced skills in prospecting, pipeline building, strategic account planning, value-based selling, territory management, pipeline management, forecasting, and pacing to target
- Business acumen, executive presence, relationship building, solution selling, negotiation, and presenting to C-suite
- Ability to understand and articulate complex cybersecurity concepts, particularly Identity and Access Management
- Proficient in Salesforce
- Experience with MEDDPPICC preferred
- Proficiency with Slack, Zoom, LinkedIn Sales Navigator, and Outreach preferred
- Ability to travel up to 50%+ as needed
- Resilient, self-motivated, collaborative, curious, coachable, and adaptable
- Must already be legally authorized to work in the country listed in the job posting; no work authorization, relocation assistance, sponsorship, or visa transfer offered
- Successful applicants must complete a background check
Benefits
Comp & perks- Competitive health benefits
- Maternity and parental leave top-up programs
- Generous PTO policy
- RSU program for most employees
- Retirement matching program
- Free 1Password account
- Paid volunteer days
- Peer-to-peer recognition through Bonusly
- Remote-first work environment
- Equity grant
- Commission eligibility for applicable roles
- Incentive programs where applicable
- Accommodation available upon request
- Occasional department-wide offsites, quarterly department meetings, and customer events