• Accelerate deals through technical expertise and sales experience to win the mindshare of customer technical teams • Drive enablement and solution development with customers and partners to create opportunities and close new business • Drive cross-portfolio architecture into strategic customers, and ensure that emerging solution areas are adapted to customer needs over the longer one- to two-year term • Engage stakeholders from the C-level down to the Head of Department, while working with account teams to solve critical technical challenges at the individual practitioner level • Share joint ownership of the sales forecasts together with the regional leadership team

• Own the technical discovery, demo, and solution design for complex, high-value accounts • Build custom configurations, integrations, or lightweight code to close deals that require tailored solutions • Partner with AEs through the full sales cycle — qualifying, scoping, presenting, and negotiating • Translate customer requirements into clear internal specs for Product and Engineering when customization is needed • Be the primary technical voice on deals with government agencies, enterprise operators, or multi-location chains • Build and maintain proof-of-concept environments, demo environments, and technical proposal documents • Feed win/loss insight back to Product to shape the roadmap

• 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. • Confidently position and demo all three core products, EPM, SaaS Manager, and Device Trust, as an integrated solution, articulating how they work together to reduce risk across users, apps, and devices. Connect these to the broader Unified Access vision for forward-looking customers. • Support fast-paced, high-volume sales cycles with concise, effective technical guidance. • Recommend and position tailored product solutions that align with SMB customer needs, goals, and common use cases. • Run technical discovery with a range of stakeholders, from IT admins and security leads to developers and DevOps engineers, uncovering use cases around privileged access, SaaS shadow IT, unmanaged endpoints, and secrets for automation and AI workflows. • Handle competitive situations involving PAM vendors (e.g., CyberArk, BeyondTrust), secrets management tools (e.g., HashiCorp Vault, AWS Secrets Manager), and SaaS security platforms. Articulate 1Password's differentiated value for SMB teams who need enterprise-grade capabilities without enterprise-grade complexity. • Partner with SMB reps to build their confidence in discussing product capabilities and navigating technical conversations. • Proactively identify potential technical risks in deals and collaborate with Product and Support teams to resolve them. • Uncover and qualify AI-related use cases during discovery, including how customers are managing secrets for developer tooling, automation workflows, and emerging AI agent infrastructure. • Support proof-of-concept engagements that validate Secrets Automation use cases, including scenarios where customers are securing credentials for AI pipelines, developer environments, or cloud-native workloads. • 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 focusing on accessibility for non-technical or resource-constrained teams. • Respond to vendor/risk assessments, RFPs/RFIs, 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.

Role Description This is an exciting time to join Remote and make a personal difference in the global employment space as a Specialist, Benefits Solutions, joining our Benefits team. Qualifications - Experience in Benefits Administration, providing excellent customer service, and designing quality benefits plans, including retirement plans. - Strong commercial acumen with a keen ability to assess business impacts and negotiate terms that enhance Remote's market competitiveness. - Skilled in negotiating with a strategic mindset, ensuring the financial and practical competitiveness of benefits offerings. - Top-notch project management skills to accomplish goals, drive reporting, due date adherence, and process iteration to ensure better quality of processes. - Strong analytical skills and a thorough knowledge of plan designs. - Ability to understand, evaluate and make judgment on proposals (RFPs). - Knowledge of benefits contract language. - Demonstrated ability to learn and configure HR or benefits platforms; prior experience with benefits administration systems, APIs, or workflow tools is a plus. - Proficient in using AI tools to improve research, analysis, and operational workflows. - Fluent written and spoken English. - It's not required to have experience working remotely, but considered a plus. Requirements - Research employee benefits plans and vendors to identify those that present the best value. - Design, recommend and implement new benefits programs. Examine possible plan designs and benefits cost changes. - Firmly negotiate with vendors and administrators to secure the best plans, options, and rates, thereby ensuring Remote's offerings remain market-leading. - Serve as primary contact for plan vendors and third-party administrators. - Ensure compliance with applicable government regulations. - Act as a key player in strategic negotiations to maintain and enhance the attractiveness and competitiveness of Remote's benefits offerings. - Analyze current benefits, evaluating the use, services, coverage, effectiveness, cost, plan experience, and competitive trends in benefits programs. - Review short- and long-range cost estimates/projections and relevant statistical analyses regarding modifications in benefits programs and implementation of new programs. - Forecast trends and assist with future benefits designs. Develop specific recommendations. - Provide customer service support to internal and external customers. Develop communication tools to enhance understanding of the benefits package. - Handle escalations of benefits plans issues. - Identify automation and process improvement opportunities. - Work closely and effectively with Benefits Ops, Product, Engineering, Automation, Payroll, International Operations, Legal, Sales, and Customer Success Remote teams to ensure scalability and success of new benefit programs implementation or standard renewals. - Be able to go from "scout to scale" and actually start things up and get things done. - Be an internal and external champion of Remote's values and Benefits team's goals. Benefits - Work from anywhere. - Flexible paid time off. - Flexible working hours (we are async). - 16 weeks paid parental leave. - Mental health support services. - Stock options. - Learning budget. - Home office budget & IT equipment. - Budget for local in-person social events or co-working spaces.