Account Executive – SMB

🕒 May 7

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LastPass

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2008

🔒 Cybersecurity

☁️ SaaS

🤝 B2B

Cybersecurity • SaaS • B2B

LastPass is a leading password management and cybersecurity company that offers solutions for both individuals and businesses. With a strong focus on security and privacy, LastPass provides a secure vault for storing and managing passwords, ensuring that sensitive information remains protected. It offers multi-device access and a variety of features such as password sharing, dark web monitoring, and multifactor authentication to enhance user security. LastPass serves various user groups with its Personal, Families, Teams, and Business plans, catering to both personal and enterprise-level security needs. Additionally, its zero-knowledge encryption model ensures that only users have access to their password details. LastPass's commitment to providing a safe and user-friendly password management experience makes it a preferred choice for millions worldwide.

📋 Description

• Own and grow a territory of small and mid-sized businesses across North America • Collaborate daily with your Sales Manager and Marketing partners who drive inbound demand in your territory • Engage with Channel partners and Solutions Consulting for complex opportunities • Partner with Sales Operations on tooling and process, and with Enablement to stay sharp on product knowledge and competitive positioning • Grow revenue within your existing customer base through timely upsell and cross-sell motions tied to real customer value and business outcomes • Drive new logo acquisition in your assigned SMB territory through a disciplined mix of outbound prospecting, inbound follow-up, and channel collaboration • Manage a full sales cycle from first conversation through contract close, including discovery, product demonstrations, business case development, and negotiations • Build and maintain a healthy pipeline at 3x or greater coverage, with accurate weekly forecasting submitted through Clari • Help LastPass restore and accelerate revenue growth in the SMB segment by obsessing over value creation in every customer and prospect interaction • Stay ahead of the competitive landscape in identity management and cybersecurity to position LastPass effectively against alternatives in the market • Leverage Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator to run your territory with precision, prioritize your time, and maximize activity efficiency

🎯 Requirements

• 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

🏖️ Benefits

• 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 • Comprehensive health coverage, including dependents • 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 Motivosity • 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