Director, Account Management, Mid-Market

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.

Our Mid-Market Account Management team is responsible for managing all expansion within our customer base in this segment and generating pipeline by prospecting into key accounts. As a Director of Mid-Market Account Management, you will be responsible for the strategy and the success of this scaling team. You will work cross-functionally with key stakeholders across the business to drive revenue growth predictability within the segment.

This is a remote opportunity within Canada and the US.

What we're looking for:

• Extensive years of experience leading Sales/Account Management teams. 
• Several years managing teams larger than 20 people with 1st and 2nd line managers.
• Someone whose managed a gross revenue quota of $20m+ annually. 
• A leader with experience overseeing ICs and teams in different regions including EMEA/APAC.
• Great familiarity and success negotiating deals above $75k in ACV.
• Someone who is very hands-on, leads by example and is focused on the development of their team.
• Excellent communication skills over email, chat, phone and video calls - you are someone who has strong business acumen, actively listens, and has the ability to confidently have conversations with executives and key stakeholders in the sales process.
• Strong technical aptitudes - understanding of the space we are in and the products we sell are critical to success in this role as our end-users are very technical. 
• A strong understanding of how to build account plans and track individual performance and output against those plans. 
• A collaborator - this role represents our biggest customers, their needs, challenges and where we have opportunity. It’s on you to articulate that back to the business to find more success. 
• Someone who is able to accurately forecast their business unit and anticipate/identify trends and patterns in advance.
• Familiarity with the acronyms SCIM, AD, CLI, SSO. 
• Experience implementing and refining sales methodologies to adapt to the environment we work.
• Experience using tools such as Salesforce.com, Looker, Outreach, LinkedIn Sales Navigator as well as other tools.
• A solid understanding of business management and operations, including finance/revenue/pipeline principles
• An analytical thinker who knows how to turn metrics into decisions and present data in a meaningful and impactful way.
• It’s a bonus if you have personal or professional experience with 1Password or another password manager. While not required, it’ll help you gain confidence quickly in this role.

What you can expect:

• By the end of the first month, you’ll have a clear understanding of the industry we are in, our ICP and a good understanding of the levers of success within the Mid-Market space.
• You will manage a team of Account Managers with Team Leads and Managers as people leaders.
• You’ll live in Salesforce CRM to manage, track and drive all stages of the sales process and behavior, including forecasting and pipeline management.
• Immerse yourself in current opportunities that the Mid-Market Account Managers are working and support them by increasing their qualitative metrics.
• Proactively report on data to understand why we are winning and losing, and cross-functionally, communicate feedback to continually improve.
• Develop and implement strategic initiatives which contribute to company OKRs.

USA-based roles only: The Annual base salary for this role is between $161,000USD and $217,000 USD and is commission eligible. The role is also eligible for immediate participation in 1Password's benefits program (health, dental, 401k and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.

Canada-based roles only: The Annual base salary for this role is between $156,000 CAD and $212,000 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 [email protected] 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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Candidates may also optionally choose to self-identify their race/ethnicity, gender identity, sexual orientation, age, and disability. These answers will help us evaluate our diversity and belonging efforts. You do not have to answer these questions—your answers will not be linked to your name or job application, will not be visible to the hiring manager reviewing your application, and will in no way affect your job application. If you have any questions about the collection or use of this information, please contact [[email protected]].

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