Account Executive

Job Description

REQUIREMENTS

• 2+ years of SaaS sales experience, preferably in security with a focus on SMB or Mid Market accounts OR a top performing BDR with outbound experience and success ready to step up
• Fluent in German; written and spoken
• Experience owning a geographical territory or country within EMEA
• Proven track record of meeting or exceeding sales quotas and KPIs
• Experience upselling & cross-selling to both new customers and across a book of business
• Prospecting, pipeline building, account planning, value-based selling, and territory management, with effective operating rigor in pipeline management, forecasting, and pacing to target
• Business acumen, solution selling, negotiation, & presenting to company decision makers/stakeholders
• Written and verbal communication skills across email and communication tools such as Slack, and Zoom, with the 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 environment
• 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
• Willingness to travel within your region for client meetings and industry events

RESPONSIBILITIES

• Own Your Territory: Manage and grow your designated geographical region or country within EMEA, focusing on acquiring new SMB 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, MEDDPPICC
• Drive New Business Growth: Achieve or exceed sales targets and KPIs by consistently meeting or exceeding monthly/quarterly sales quotas, maintaining a high level of outbound activity, including calls, emails, and meetings, developing and closing new business opportunities within your territory
• Drive Organic Growth: Identify opportunities to upsell 1Password solutions within existing accounts, leveraging your understanding of Extended Access Management
• Engage the Industry: Attend industry events, trade shows, and conferences to represent 1Password, build brand presence, and network with potential customers
• Stay Informed: Stay up to date on cybersecurity trends and developments, particularly in Identity and Access Management, to effectively position 1Password solutions and communicate their value to prospects
• Collaborate Cross-Functionally: Build collaborative relationships with internal teams to optimize client engagement and identify growth opportunities; Engage in multi-threaded relationships within client organizations to enhance overall account health
• Focus on Solution Selling: Implement selling strategies to align our solutions with client needs and objectives; Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions
• Present and Negotiate: Confidently present to company decision makers/stakeholders, 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; Utilize effective negotiation skills to drive mutually beneficial outcomes

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