Account Executive, SMB - Toronto

1Password is growing. We’ve surpassed $400M in ARR and we’re continuing to accelerate, earning a spot on the Forbes Cloud 100 for four years in a row and teaming up with iconic partners like Oracle Red Bull Racing.

About 1Password

At 1Password, we’re building the foundation for a safe, productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We innovated the market-leading enterprise password manager and pioneered Unified Access Management, a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity, we take a human-centric approach in everything from product strategy to user experience. Over 180,000 businesses, from Fortune 100 leaders to the world’s most innovative AI companies, trust 1Password to help their teams securely adopt the SaaS and AI tools they need to do their best work.

If you're excited about the opportunity to contribute to the digital safety of millions, to work alongside a team of curious, driven individuals, and to solve hard problems in a fast-paced, dynamic environment, then we want to hear from you. Come join us and help shape a safer, simpler digital future.

As an Account Executive on our SMB Sales team, you’ll own a territory of target accounts and existing customers with up to 1,000 employees. Your focus will be building new business, creating a healthy sales pipeline, and expanding customer relationships by connecting organizations with solutions that help protect access to the tools and information their teams rely on.

You’ll partner closely with Business Development Representatives (BDRs), Solutions, Channels, Onboarding, and Customer Success to deliver thoughtful, value-based sales experiences.

Expectations of this role

This is a hybrid role. You will be expected to work from 1Password's Toronto office 3 days per week, with the flexibility to work from the office up to 5 days based on business needs.

How we’re using AI today Across GTM, we’re transforming the way we work with AI. We expect every seller, CSM, and team member to become a power user, using it daily to work smarter and move faster. AI is already embedded in how we operate – from real-time coaching that sharpens how we sell and interact with customers, to surfacing insights that help us anticipate needs – creating more time for meaningful customer engagement. If you’re excited to reshape how you think, make decisions, and drive growth with AI, you’ll feel right at home here.

What we're looking for:

• 2+ years of SaaS sales experience, preferably in identity & security or privilege access management, with a focus on SMB or Mid Market accounts OR a top performing BDR with outbound experience and success ready to step up

• A record of meeting or exceeding sales quotas and Key Performance Indicators (KPIs), with clear ownership of your results.

• Experience building pipeline through outbound prospecting, cold calling, inbound leads, networking, and account planning.

• Experience managing both new business and expansion opportunities, including upselling and cross-selling within an existing book of business.

• Strong solution-selling, negotiation, forecasting, presentation, and written and verbal communication skills, with the ability to make technical concepts accessible to non-technical audiences.

• The ability to understand and explain cybersecurity concepts, particularly Identity and Access Management (IAM), in the context of customer needs.

• Preferred: Experience with MEDDPPICC or another structured qualification framework, as well as Salesforce, Slack, Zoom, LinkedIn Sales Navigator, or Outreach.

What you can expect:

• Own and grow a territory by identifying target accounts, developing an Ideal Customer Profile (ICP), and prioritizing opportunities based on customer needs and business potential.

• Build and maintain pipeline through proactive prospecting, inbound follow-up, cold calling, networking, and consistent account planning.

• Meet or exceed monthly and quarterly sales targets by developing, advancing, and closing new business opportunities.

• Expand existing customer relationships by identifying relevant opportunities to introduce additional 1Password solutions, including Extended Access Management.

• Use a structured sales process to understand customer priorities, uncover pain points, align solutions to business outcomes, and create clear mutual action plans.

• Present to stakeholders and decision-makers, handle objections, and negotiate mutually beneficial outcomes.