Account Executive, SMB

LastPass • Denver, CO

1d • Hybrid

About The Position

LastPass is hiring an Account Executive to own and grow a territory of small and mid-sized businesses across North America, serving companies with 100 to 500 employees. The role combines new-business prospecting with expansion selling and is suited to consultative sellers who thrive in a high-velocity environment. The SMB sales team is described as high-energy and results-focused, with an emphasis on accessible security, urgency, value creation, and accountability. The position is based in Denver, Colorado, with a hybrid schedule of two to three days per week in the office.

The Account Executive will manage the full sales cycle, from first conversation through contract close, and work with a Sales Manager and Marketing partners. For complex opportunities, the role collaborates with Channel partners and Solutions Consulting. The position also works cross-functionally with Sales Operations and Enablement. LastPass describes its culture as inclusive, collaborative, growth-oriented, and remote-first, with flexible work arrangements and learning and development support.

Requirements

• Proven success in a quota-carrying, high-velocity SaaS sales role, with direct responsibility for new business generation and consistent quota attainment.
• Strong pipeline management skills, including accurate forecasting, disciplined territory management, and rigorous Salesforce CRM hygiene.
• Fluency with modern sales tools, including Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator.
• A consultative, value-based selling approach and ability to connect product capabilities to customer pain points, business risks, and measurable outcomes.
• Excellent written and verbal communication skills, including the ability to navigate multi-threaded deals with 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.
• Self-starter mentality, strong time management, personal accountability, and drive to overachieve against quota.
• Growth mindset and coachability, with the ability to adapt to manager feedback, competitive intelligence, and evolving company messaging.

Nice To Haves

• Experience selling in cybersecurity, identity and access management, or an adjacent SaaS vertical.
• Familiarity with channel and partner-assisted sales motions.
• Experience using 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.

Responsibilities

• Grow revenue within the existing customer base through timely upsell and cross-sell motions tied to customer value and business outcomes.
• Acquire new customers in the assigned SMB territory through outbound prospecting, inbound follow-up, and channel collaboration.
• Manage the full sales cycle from first conversation through contract close, including discovery, product demonstrations, business case development, and negotiations.
• Build and maintain pipeline coverage of at least 3x, and submit accurate weekly forecasts through Clari.
• Help restore and accelerate revenue growth in the SMB segment by focusing on value creation in customer and prospect interactions.
• Stay informed about the competitive landscape in identity management and cybersecurity and position LastPass against alternatives.
• Use Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator to manage the territory, prioritize time, and improve activity efficiency.

Benefits

• Commission in addition to base pay.
• Flexible Paid Time Off policies, including four additional paid Quarterly Self-Care Days annually and Volunteer Days.
• Parental leave.
• Comprehensive health coverage, including dependents.
• Home office setup support.
• Free LastPass Families account for up to five members.
• Continuous learning and development opportunities, including an annual learning stipend.
• Peer-to-peer recognition through Quantum Workplace.
• Employee Assistance Program for well-being support.
• Remote work stipend to support a home office.
• Short-term or remote-centric work arrangements for added flexibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed