Account Executive, Enterprise - Boston

1password · United States

seniorfull timeremote
Apply on 1password’s site →

Role at a Glance

Senior field-sales position covering a Boston-area territory of companies with 2,500+ employees. Quota-carrying and commission-eligible, with a disclosed base of $121K–$175K. Requires 7+ years of enterprise SaaS or security sales, Salesforce fluency, and the executive presence to close multi-stakeholder deals running 6–12 months. Home office is your primary base; regular in-person travel is a defined expectation.

About This Role

As an Enterprise Account Executive at 1Password, you take ownership of a defined Boston-area book — target prospects and existing customers, all with more than 2,500 employees. The mandate is genuinely dual: build net-new pipeline from scratch through outbound, events, and cold outreach, while simultaneously growing revenue within existing accounts using 1Password's Extended Access Management platform. Deals are complex and long (typically 6–12 months), span multiple decision-makers, and require stakeholder management from technical buyers through C-suite executives. This is a measured, methodical enterprise sales role, not a high-velocity transactional one.

About 1Password

Founded in 2005, 1Password has scaled to more than $400M in annual recurring revenue and earned a spot on the Forbes Cloud 100 for four consecutive years. The company pioneered the enterprise password management category and has since broadened into Unified Access Management — a platform designed to authenticate every identity, secure every sign-in, and trust every device in an organization. Over 180,000 businesses rely on 1Password today, including Fortune 100 companies and prominent AI firms. Its remote-first culture is not a COVID-era retrofit: the company has operated this way since inception and considers it a structural advantage.

What You Will Own

  • Design and execute a strategic territory plan for Boston-area enterprise accounts (2,500+ employees), identifying whitespace and prioritizing highest-potential prospects
  • Build a healthy, diversified pipeline through outbound prospecting, inbound qualification, networking, and cold outreach — using MEDDPPICC as the operating framework
  • Navigate 6–12 month, multi-stakeholder buying cycles and close large ARR opportunities while consistently meeting or exceeding annual quota
  • Drive expansion revenue within existing accounts by connecting customer challenges to 1Password's Extended Access Management platform for upsell and cross-sell
  • Represent 1Password at regional industry events, trade shows, and conferences to develop pipeline and build brand credibility
  • Present and negotiate directly with C-suite executives, constructing mutual action plans that align both parties on milestones, responsibilities, and closing timelines
  • Maintain accurate, comprehensive Salesforce records across every stage of the sales cycle from first contact through post-close account management
  • Partner cross-functionally with BDR, Solutions Engineering, Channel, Onboarding, and Customer Success teams to deliver tailored solutions
  • Develop multi-threaded relationships within accounts — engaging technical, operational, and executive stakeholders to deepen deal momentum and long-term account health
  • Stay current on Identity and Access Management trends and cybersecurity developments to bring credible industry insight into client conversations

Must-Have Qualifications

  • 7+ years of enterprise SaaS sales experience, ideally with a security or IAM focus
  • Demonstrated track record of meeting or exceeding quota in complex, multi-stakeholder sales environments
  • Advanced competence in prospecting, territory planning, pipeline management, forecasting, and value-based selling
  • Executive presence with the ability to present, negotiate, and build lasting relationships at the C-suite level
  • Skill in uncovering deep customer pain points beyond what is volunteered in early discovery conversations
  • Sufficient understanding of cybersecurity concepts — particularly Identity and Access Management — to have credible conversations with technical and business buyers
  • Salesforce proficiency with a consistent habit of thorough documentation through every stage of the sales cycle
  • Self-directed and structured enough to manage a remote schedule while sustaining high outbound activity and frequent in-person travel
  • Collaborative orientation — able to work across internal functions and with channel partners without defaulting to siloed execution
  • Curiosity and coachability: genuine receptiveness to feedback and the ability to adapt and improve over time

Preferred but Not Required

  • Hands-on experience applying the MEDDPPICC qualification framework in enterprise sales cycles
  • Proficiency with LinkedIn Sales Navigator and Outreach for prospecting and engagement
  • Comfort using Slack and Zoom as primary collaboration and communication tools in a distributed team

Skills Breakdown: Required vs. Preferred

The non-negotiable skill floor here is enterprise-grade sales execution — territory strategy, pipeline discipline, and C-suite communication are all explicit requirements, not preferences. On the technical side, you need enough IAM and cybersecurity fluency to earn credibility in discovery conversations, not engineering depth. Salesforce hygiene is called out as a hard requirement with a specific expectation of full-cycle documentation. MEDDPPICC, LinkedIn Sales Navigator, and Outreach are listed as preferred, meaning candidates who bring them have a practical edge but will not be screened out without them. AI fluency is mentioned as a GTM expectation company-wide, though no specific tools are mandated.

Compensation

1Password publishes the full base salary range for this role: $121,000–$175,000 USD annually. Placement within that band is determined by experience, specific skills, and internal equity benchmarks. The role is commission-eligible, meaning total on-target earnings will exceed the base figure. Additional compensation components include an RSU equity grant (standard for most employees) and participation in 1Password's broader incentive programs. The company states a commitment to fair market value and internal equity across all compensation decisions.

Benefits Overview

  • Competitive health and dental coverage
  • Generous paid time off
  • Maternity and parental leave top-up programs
  • RSU equity program for most employees
  • Retirement matching program
  • Complimentary 1Password personal account
  • Paid volunteer days
  • Peer-to-peer recognition via Bonusly
  • Remote-first work environment with home office as primary location
  • In-person GTM onboarding in Toronto

Location and Work Setup

This position is officially remote-first — your home office is your primary workplace — but it is a field-based role. Residency in the Boston metro area is explicitly required, as regular in-person client meetings, territory travel, and regional events are built into the job. Travel within (and occasionally beyond) your assigned territory is self-managed and expected on an ongoing basis. Visa sponsorship is not addressed in this posting; candidates who need it should verify directly with 1Password's talent team. All GTM new hires complete an in-person onboarding in Toronto.

Frequently asked questions

Is this a fully remote position?

The role is remote-first with your home office as the primary work location, but it is field-based. Candidates must be based in the Boston metro area and available for regular in-person client meetings, territory events, and travel. It is not a desk-only remote role.

What is the base salary range for this role?

1Password discloses a base range of $121,000–$175,000 USD annually. The role is also commission-eligible, so total compensation will exceed the base. Placement within the band depends on experience and internal equity benchmarks.

What sales methodology does 1Password use for enterprise deals?

The posting specifically calls out MEDDPPICC as the preferred qualification and pipeline management framework. It is listed as preferred rather than strictly required, but candidates already using it will have a practical advantage in both the interview process and day-to-day execution.

What types of accounts does this territory cover?

The territory focuses on companies with 2,500 or more employees. The role combines hunting net-new logos with expanding an existing book of business, primarily by selling 1Password's Extended Access Management platform into accounts already using the product.

Does 1Password offer visa sponsorship for this role?

Visa sponsorship is not mentioned in this job posting. Candidates who require sponsorship should confirm directly with 1Password's talent acquisition team before applying.

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