Account Executive - SMB

Who will you work with?

You will collaborate daily with your Sales Manager and Marketing partners who drive inbound demand in your territory. For complex opportunities, you will engage with Channel partners and Solutions Consulting. Cross-functionally, you will partner with Sales Operations on tooling and process, and with Enablement to stay sharp on product knowledge and competitive positioning. 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.