• Manage and grow your designated territory, focusing on acquiring new Enterprise clients and expanding existing accounts. Develop and execute strategic territory plans, prioritizing high-potential accounts and identifying white space opportunities for growth • Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing MEDDPPICC. • Design and implement effective sales strategies to: • Navigate complex sales cycles with multiple stakeholders, often extending 6-12 months, and managing large ARR opportunities. • Consistently meet or exceed annual sales quotas. • Maintain a high level of outbound activity with a primary focus on in-person meetings. • Identify and engage key decision-makers within target accounts. • Qualify, develop and close new business opportunities within your territory. • Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of our Extended Access Management platform. • Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers. • 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. • 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 • Engage in multi-threaded relationships with client organizations, building deep and broad engagement across technical, operational, and executive stakeholders to drive deal momentum and account health • Collaborate with partners and channel teams, where applicable, to maximize reach and co-sell into enterprise accounts. • 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 • Confidently present to C-suite executives, 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.