Note: The job is a remote job and is open to candidates in USA. LastPass is a leader in secure access, helping individuals and organizations manage and protect access to applications and credentials. They are seeking an Account Executive - SMB to grow a territory of small and mid-sized businesses, focusing on new business generation and upselling existing clients.
Responsibilities
- 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
Skills
- 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
- 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
Benefits
- Commission
- 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
Company Overview