Account Executive, SMB

LastPass•Denver, CO

22h•$56,000 - $70,000•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, focusing on companies with 100 to 500 employees. The role combines new-business prospecting with expansion selling and involves helping customers protect their people, data, and digital identities. It is based in Denver, Colorado, with a hybrid schedule of two to three days in the office per week. The Account Executive manages the full sales cycle, from initial conversations through contract close, and works with Sales, Marketing, Channel partners, Solutions Consulting, Sales Operations, and Enablement. The role supports LastPass’s efforts to accelerate growth in the SMB segment through value-focused customer engagement, disciplined pipeline management, and effective competitive positioning.

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 the 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 involving 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 exceed 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.
Drive new-logo acquisition 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 accelerate revenue growth in the SMB segment by focusing on value creation in customer and prospect interactions.
Monitor the identity-management and cybersecurity competitive landscape 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

Competitive compensation, including base pay and commission.
Flexible paid time off, 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 home office needs.
Short-Term or Remote-Centric Work Arrangements for added flexibility.