Solutions Engineer SMB

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 Extended 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 175,000 businesses and millions of people trust us to provide seamless, secure access to their most critical information. Role Summary As a Solutions Engineer for the SMB segment, you’ll be a trusted technical advisor, driving revenue growth, improving win rates, and accelerating deal velocity through strategic technical guidance. Partnering closely with Account Executives, you’ll position 1Password’s multi‑product solution, spanning all three core offerings, to meet each customer’s needs, often through leading and managing proof‑of‑concept (POC) engagements that validate technical success criteria and support adoption. Responsibilities Navigate high‑volume, fast‑paced SMB sales cycles, uncovering opportunities to position the full product suite and applying frameworks like MEDDPICC to qualify opportunities, address requirements, and influence decision‑makers. Support customers with compliance needs by responding to security questionnaires, RFP/RFI’s, and vendor registration requirements. Collaborate with Sales Enablement, Product, Marketing, and Customer Experience to create resources, enablement materials, and customer‑facing content that drive adoption, improve close rates, and deliver measurable business impact. Serve as the primary technical advisor for SMB sales opportunities within the Go‑to‑market team. Partner with Account Executives to deliver scalable, impactful, technical support throughout the sales cycle. Recommend and position tailored product solutions that align with SMB customer needs, goals, and common use cases. Proactively identify potential technical risks in deals and collaborate with Product and Support teams to resolve them. Collaborate with Sales Enablement and Product Marketing to create and improve internal resources, such as objection handling guides, demo frameworks, and playbooks. Deliver product education to customers, such as videos or Guru cards, focusing on accessibility for non‑technical or resource‑constrained teams. Respond to vendor/risk assessments, RFP/RFI’s, and security questionnaires, and other technical documentation requests as needed. Qualifications At least 2 years of experience in a technical customer‑facing role (B2B SaaS, preferably in SMB segment or similar). Ability to communicate technical information clearly and confidently to a wide range of audiences, including non‑technical stakeholders. Strong presentation, communication, and storytelling skills, making complex information sound simple and relevant. Detail‑oriented with a strong sense of ownership and commitment to quality, even in high‑volume environments. Enthusiasm for learning, testing, and problem‑solving. You are curious and dig in when a customer has a challenge. Strong time‑management skills with the ability to effectively prioritize competing tasks and meet deadlines in a fast‑paced, transactional sales environment with multiple concurrent opportunities and products. Proven ability to work independently and collaboratively in a fast‑paced, remote‑first team. Open to learning and able to adapt quickly in a fast‑paced environment, working across multiple products and shifting priorities with a flexible and proactive mindset. Experience working with SaaS solutions is required; familiarity with the security space and related compliance frameworks (e.g., SOC 2, ISO 27001, GDPR) is strongly preferred. A growth mindset. Working knowledge of modern sales qualification frameworks (e.g., MEDDPICC) is preferred. Training and enablement will be provided to deepen expertise as part of ongoing development. Maintain expert‑level technical and functional knowledge across all three 1Password core products, enabling you to effectively position integrated solutions. Bonus if you’ve used 1Password or another password manager before. Personal experience helps you hit the ground running. What you can expect Primary technical advisor for SMB sales opportunities within the Go‑to‑market team. Partner with Account Executives to deliver scalable, impactful technical support throughout the sales cycle. Support fast‑paced, high‑volume sales cycle with concise, effective, technical guidance. Recommend and position tailored product solutions that align with SMB customer needs, goals, and common use cases. Partner with SMB reps to build their confidence in discussing product capabilities and navigating technical conversations, offering support and guidance as needed. Proactively identify potential technical risks in deals and collaborate with Product and Support teams to resolve them. Collaborate with Sales Enablement and Product Marketing to create and improve internal resources, such as objection handling guides, demo frameworks, and playbooks. Deliver product education to customers, such as videos or Guru cards, focusing on accessibility for non‑technical or resource‑constrained teams. Respond to vendor/risk assessments, RFP/RFI’s, and security questionnaires, and other technical documentation requests as needed. Represent the team at select industry events and company/team offsites (some travel may be required). Salary & Benefits USA‑based roles only: The annual base salary for this role is between $77,000 USD and $104,000 USD, and is commission‑eligible. This role is also immediate participation in 1Password's benefits program (health, dental, 401(k) 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 $72,000 CAD and $98,000 CAD and is commission‑eligible. This 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. Our Culture At 1Password, we prioritize collaboration, clear and transparent communication, receptiveness to feedback, and alignment with our core values: keep it simple, lead with honesty, and put people first. We are a team that challenges the status quo and is excited to experiment and iterate in search of the best solution. Our work is demanding, the pace is fast, and we seek individuals who can thrive in ambiguity and change, are curious, and deliver results. Additional Information We are committed to leveraging cutting‑edge technology—including AI—to achieve our mission. We encourage team members at all levels to pursue AI best practices, identify opportunities to apply AI meaningfully, and drive innovative solutions in daily work. 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 means working from your home country. If you have questions or concerns, 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. 1Password uses artificial intelligence and machine learning technologies to assist in the initial screening of employment applications and improve our recruitment process. You may opt out of AI/ML assessment by completing this form. For additional information see our Candidate Privacy Notice. Equal Opportunity Employer 1Password is proud to be an equal opportunity employer. We are committed to fostering an inclusive, diverse and equitable workplace 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, or citizenship. Accommodation is available upon request at any point during our recruitment process. Speak with your talent acquisition partner or email to meet your needs. #J-18808-Ljbffr