Account Executive, SMB

The role

You will own and grow a territory of small and mid-sized businesses across North America. You will manage a full sales cycle including new business hunting and expansion selling to help companies protect people, data, and digital identities.

What you will do

• Grow revenue within existing customer base through upsell and cross-sell motions
• Drive new logo acquisition through outbound prospecting, inbound follow-up, and channel collaboration
• Manage a full sales cycle from first conversation through contract close
• Build and maintain a healthy pipeline at 3x or greater coverage
• Submit accurate weekly forecasting through Clari
• Help restore and accelerate revenue growth in the SMB segment
• Stay ahead of the competitive landscape in identity management and cybersecurity
• Leverage Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator

Required qualifications

• Proven success in a quota-carrying, high-velocity SaaS sales role
• Strong pipeline management skills
• Fluency with Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator
• A consultative, value-based approach to selling
• Excellent written and verbal communication skills
• Experience managing a full sales cycle in a competitive, multi-product SaaS environment
• A self-starter mentality with strong time management and personal accountability
• A growth mindset and coachability

Nice to have

• 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

• Competitive compensation
• Flexible Paid Time Off policies, including Quarterly Self-Care Days 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
• Annual learning stipend
• Peer-to-peer recognition through Quantum Workplace
• Employee Assistance Program
• Remote work stipend
• Short-Term or Remote-Centric Work Arrangements

About the company

LastPass delivers Secure Access Essentials, helping individuals and organizations manage and protect access to AI, applications, and credentials straight from the browser. It is trusted by more than 100,000 businesses and millions of users worldwide.