Solutions Engineer SMB

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.

You’ll 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. You’ll also support customers with compliance needs by responding to security questionnaires, RFP/RFI’s, and vendor registration requirements.

As a subject matter expert across all 1Password products, you’ll 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.

This is a remote opportunity within Canada and the US. (Pacific Time Zone preferred).

What we're looking for:

• 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:

• 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.
• 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-contrained 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).