Account Executive, SMB

LastPass; Denver (CO); Hybrid; USD 56,000 - 70,000; Full time

Benefits offered by this job

Remote-first culture

Competitive compensation

Flexible Paid Time Off policies

Parental leave

Home office setup support

LastPass Families free account

Job summary

LastPass is seeking an Account Executive for SMB in North America. You will own and grow a territory of 100–500 employee companies, driving new logos and expanding existing relationships, blending hunting with expansion selling.

You will manage full sales cycles, forecast in Salesforce, and use tools (Outreach, Gong, Clari, LinkedIn Sales Navigator) to maximize pipeline and revenue. You will thrive in a high-velocity SaaS environment, demonstrate consultative selling, and collaborate across

Qualifications

• Proven success in quota-carrying SaaS sales.
• Experience handling full sales cycles and negotiations.
• Strong pipeline management and forecast accuracy.
• Ability to connect product capabilities to customer pain points and outcomes.
• Excellent written and verbal communication skills.

Responsibilities

• Own and grow a North America SMB territory.
• Drive new logo acquisition via outbound prospecting and inbound follow-up.
• Manage full sales cycle from discovery to contract close.
• Maintain 3x pipeline coverage with weekly forecasts in Clari.
• Collaborate with cross-functional teams to align value with customer needs.
• Maintain CRM hygiene and accurate forecasting in Salesforce.

Skills

Quota-carrying sales

SaaS sales

Forecasting

CRM discipline

Executive communication

Multi-threaded deals

Tools

Salesforce

Outreach

Gong

Clari

LinkedIn Sales Navigator

Job description

LastPass is looking for an Account Executive, SMB:

In this role, you will own and grow a territory of small and mid-sized businesses across North America, helping companies with 100 to 500 employees protect their people, data, and digital identities. The position blends disciplined new business hunting with expansion selling, ideal for consultative sellers who thrive in high-velocity environments.

About the team:

The SMB sales team at LastPass is a high-energy, results-focused group that believes great security should be accessible to every business. We operate with urgency, lead with value, and hold ourselves accountable to results. The SMB segment represents one of LastPass’s most significant growth opportunities, and this team is at the center of capturing it.

What are some of the exciting challenges you will be working on:

• Growing revenue within your existing customer base through timely upsell and cross-sell motions tied to real customer value and business outcomes
• Driving new logo acquisition in your assigned SMB territory through a disciplined mix of outbound prospecting, inbound follow-up, and channel collaboration
• Managing a full sales cycle from first conversation through contract close, including discovery, product demonstrations, business case development, and negotiations
• Building and maintaining a healthy pipeline at 3x or greater coverage, with accurate weekly forecasting submitted through Clari
• Helping LastPass restore and accelerate revenue growth in the SMB segment by obsessing over value creation in every customer and prospect interaction
• Staying ahead of the competitive landscape in identity management and cybersecurity to position LastPass effectively against alternatives in the market
• Leveraging Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator to run your territory with precision, prioritize your time, and maximize activity efficiency

What does it take to work at LastPass?

• Proven success in a quota-carrying, high-velocity SaaS sales role with direct responsibility for new business generation and consistent attainment
• Strong pipeline management skills, including the ability to accurately forecast, manage territory with discipline, and maintain rigorous CRM hygiene in Salesforce
• Fluency with modern sales tools including Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator
• A consultative, value-based approach to selling with the ability to connect product capabilities directly to customer pain points, business risks, and measurable outcomes
• Excellent written and verbal communication skills, including the ability to navigate multi-threaded deals across IT, Finance, and executive buyer personas at small businesses
• Experience managing a full sales cycle from prospecting through close in a competitive, multi-product SaaS environment
• A self-starter mentality with strong time management, personal accountability, and a genuine drive to overachieve against quota
• A growth mindset and coachability, with the ability to adapt quickly based on manager feedback, competitive intelligence, and evolving company messaging

It's great, but not required:

• Experience selling in cybersecurity, identity and access management, or an adjacent SaaS vertical
• Familiarity with channel and partner-assisted sales motions
• Experience leveraging AI tools to accelerate prospecting, research, and outreach personalization
• Previous use of Clari for pipeline management and forecasting
• Familiarity with MEDDPICC or a comparable sales qualification framework

Our compensation reflects the cost of labor across several US geographic markets. In addition to the base pay, this position will have commission. Pay is based on several factors including market location and may vary depending on job-related knowledge, skills, and experience.

US Base Pay Range

$56,000 - $70,000 USD

Why LastPass?

• The leader in secure access
• High-growth, collaborative environment with inclusive teams
• Remote-first culture
• Competitive compensation
• Flexible Paid Time Off policies, including but not limited to: Quarterly Self-Care Days (4 extra paid days off annually) and Volunteer Days
• Parental leave
• Home office setup support
• LastPass Families free account for up to 5 members
• Continuous learning and development opportunities, including an annual learning stipend to invest in your growth
• Peer-to-peer recognition through Quantum Workplace
• Employee Assistance Program for well-being support
• Remote work stipend to support your home office needs
• Short-Term or Remote-Centric Work Arrangements for added flexibility

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