Account Manager, Enterprise Expansion
Sales & Business Development
Canada · Remote
Posted on Tuesday, February 6, 2024
We all have important information we need to manage, and protecting it should be easy. Over 100,000 businesses and millions of people log in to 1Password to unlock smart, simple access to everything they care about. Our vision is to create a safer, simpler digital future for everyone, and our culture values simplicity, honesty and a human-centric approach to solving problems. Come help us unlock peace of mind so everyone can stay safer online.
We are looking for an accomplished Enterprise Account Manager with 5+ years of experience who thrives in a fast-paced environment, excels in cross-functional collaboration, and has a proven track record of success in a quota-carrying role. Ideal candidates will have experience working with customers in the Enterprise segment.
In this key position, you will be responsible for managing a diverse book of business of approximately 75 Enterprise Companies, with a focus on key renewals and driving growth in Annual Recurring Revenue (ARR). The successful candidate will possess exceptional skills in building and managing their own pipeline, engaging in multi-threaded relationships, and demonstrating expertise in account planning, territory management, and value-based selling.
This is a remote opportunity within Canada.
What we're looking for:
- Minimum of 5 years experience of relevant work experience in SaaS sales with 3 years of experience in an Enterprise Account Executive and/or Enterprise Account Management Sales role, preferably in the security space.
- Proven track record in a quota-carrying role, consistently meeting and exceeding targets, and have managed sales targets upwards of $1M/year.
- Experience managing a diverse book of business with approximately 75 Enterprise Companies.
- Excellent communication skill via eMail, Slack, and Zoom - you’re someone who is comfortable translation technical terms for customers who find technology confusion or intimidating.
- Proficiency in strategic account planning, territory management, and value-based selling. You are someone who believes in team-selling and has experience working cross-functionally to help close strategic opportunities.
- Exceptional organizational skills and pipeline management/forecasting come naturally to you.
- Confidence in presenting to C-suite executives and engaging in high-level discussions.
- Strong negotiation skills with a track record of successful outcomes.
- Ability to thrive in a fast-paced environment and actively manage your own pipeline.
What you can expect:
- Account Management:
- Manage a portfolio of approximately 75 Enterprise Companies, ensuring high client satisfaction.
- Meet and exceed renewal targets while actively identifying opportunities to increase Annual Recurring Revenue (ARR).
- Maintain an up to date record of all communication with clients, including emails, phone calls and next steps.
- Cross Collaboration:
- Collaborate seamlessly with Customer Success Managers (CSM) and Sales Development Representatives (SDR), Business Development Representatives (BDR), to optimize client engagement and identify growth opportunities.
- Engage in multi-threaded relationships within client organizations to enhance overall account health.
- Pipeline Development:
- Proactively build and manage your own pipeline, identifying and pursuing new business opportunities.
- Utilize strategic account planning and territory management techniques to maximize growth potential.
- Leverage all corporate and product marketing strategies, assets and tools to build and create demand.
- Value-Based Selling:
- Implement value-based 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.
- Presentation and Negotiation:
- Confidently present to C-suite executives, articulating the value proposition of our products and services.
- Utilize strong negotiation skills to drive mutually beneficial outcomes.
Canada-based roles only: The Annual base salary for this role is between $85,000 CAD and $115,000 CAD and is commission eligible. The role is also eligible for immediate participation in 1Password’s generous benefits program (health, dental, RRSP 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.
We believe in the power of remote work, but we also recognize that some in-person connection with team members and customers is important to help us achieve our mission. While we are a remote-first company, occasional travel for in-person engagement will be a part of this role. This may include but is not limited to bi-annual department-wide offsites, quarterly department meetings and periodic customer events. These events will typically be held in varying locations across Canada and the USA. In leadership roles, you can expect to travel once per month on average.
What we offer:
We believe in working hard, and resting hard. We’re always looking for new ways to support our team members, but here’s a glance at what we currently offer:
Health and wellbeing
> 👶 Maternity and parental leave top up programs
> 👟 Wellness spending account
> 🏝 Generous PTO policy
> 💖 Company-wide wellness days off scheduled throughout the year
> 🧠 Wellness Coach membership
> 🩺 Comprehensive health coverage
Growth and future
> 📈 Employee stock option program for all full time employees
> 💸 Retirement matching program
> 💡 Training budget, 1Password University access, and learning sessions
> 🔑 Free 1Password account (and friends and family discount!)
Flexibility and community
> 🤝 Paid volunteer days
> 🌎 Employee-led DEI&B programs and ERGs
> 🏠 Fully remote environment
> 🏆 Peer-to-peer recognition through Bonusly
You belong here.
1Password is proud to be an equal opportunity employer. We are committed to fostering an inclusive, diverse and equitable workplace that is built on trust, support and respect. We welcome all individuals and do not discriminate on the basis of gender identity and expression, race, ethnicity, disability, sexual orientation, colour, religion, creed, gender, national origin, age, marital status, pregnancy, sex, citizenship, education, languages spoken or veteran status. Be yourself, find your people and share the things you love.
Accommodation is available upon request at any point during our recruitment process. If you require an accommodation, please speak to your talent acquisition partner or email us at firstname.lastname@example.org and we’ll work to meet your needs.
Remote work is a part of our DNA. Given that our company was founded remotely in 2005, we can safely say we're experts at building remote culture. That said, remote work at 1Password does mean working from your home country. If you've got questions or concerns about this your Talent Partner would be happy to address them with you.
Successful applicants will be required to complete a background check that may consist of prior employment verification, reference checks, education confirmation, criminal background, publicly available social media, credit history, or other information, as permitted by local law.
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