- Company Name
- 1Password
- Job Title
- SMB Account Executive EMEA
- Job Description
-
**Job Title**
SMB Account Executive – EMEA
**Role Summary**
Drive acquisition and expansion of small‑to‑mid‑size customer accounts (up to 1,000 employees) across a defined EMEA territory. Execute the full sales cycle—from prospecting and solution‑selling to closing and upselling—while building a robust pipeline, meeting quotas, and collaborating with cross‑functional teams to deliver growth for the region.
**Expectations**
- Minimum 2 + years SaaS sales experience, preferably in security or a top‑performing BDR role with outbound success.
- Proven track record of achieving or exceeding sales quotas and KPIs.
- Demonstrated ability to own and grow a geographical territory within EMEA.
- Upselling and cross‑selling expertise within existing accounts.
- Strong communication skills, ability to translate complex technical concepts for non‑technical stakeholders.
**Key Responsibilities**
- Own and manage a designated EMEA territory or country.
- Build and maintain a high‑quality pipeline using MEDDPICC, proactive prospecting, inbound leads, cold calling, and networking.
- Conduct account planning, value‑based selling, and solution presentations to company decision makers.
- Close new business deals and achieve monthly/quarterly sales quotas.
- Identify and execute upsell opportunities within the current book of business.
- Collaborate with BDR, solutions, channels, onboarding, and customer success teams to optimize client engagement.
- Deliver accurate forecasting, pacing, and pipeline reporting.
- Attend industry events, trade shows, and conferences within the region; travel as needed.
**Required Skills**
- Prospecting, pipeline management, and account planning.
- Value‑based and solution selling, negotiation, and stakeholder engagement.
- Written and verbal communication across email, Slack, Zoom, and other platforms.
- Ability to articulate cybersecurity concepts, especially Identity and Access Management.
- Resilience, self‑motivation, and ability to thrive in a remote environment.
- Team player, coachable, and adaptive.
- Proficiency with Salesforce, Slack, Zoom, LinkedIn Sales Navigator, and Outreach.
- Willingness to travel regionally; language fluency in French, Italian, or Spanish is a plus.
**Required Education & Certifications**
- Bachelor’s degree or equivalent in Business, Marketing, Computer Science, or related field.
- Professional certifications (e.g., Salesforce, security, or sales training) are a plus but not mandatory.