Account Executive - SMB at LastPass in Denver, CO

About LastPass LastPass delivers Secure Access Essentials, helping individuals and organizations manage and protect access to AI, applications, and credentials straight from the browser. Trusted by more than 100,000 businesses and millions of users worldwide, LastPass blends strong security with everyday simplicity. From discovering unapproved AI and applications to reducing login friction and securing credentials across the business, LastPass helps teams and individuals stay productive, minimize risk, and remain prepared as their environments evolve. Curious about our products? Visit our website and try it free! We welcome new ideas, support your growth, and recognize your value, if this aligns with what you are looking for in your next career move, Join Us! LastPass is looking for an Account Executive - SMB: LastPass is looking for an Account Executive, SMB to own and grow a territory of small and mid-sized businesses across North America, helping companies with 50 to 200 employees protect their people, data, and digital identities. This role blends disciplined new business hunting with expansion selling, ideal for consultative sellers who thrive in high-velocity environments. About the team: The SMB sales team at LastPass is a high-energy, results-focused group that believes great security should be accessible to every business. We operate with urgency, lead with value, and hold ourselves accountable to results. The SMB segment represents one of LastPass’s most significant growth opportunities, and this team is at the center of capturing it. If you are passionate about complex problem solving and motivated by scale, then this is the role for you! 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 AI Fluency Expectations: Uses AI to personalize outreach, prepare for discovery calls, and extract insight from CRM data using structured, repeatable prompting. Maintains quality and authenticity in customer-facing work. 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. US Base Pay Range $51,600—$60,000 USD Why LastPass? Market-leading password manager High-growth, collaborative environment with inclusive teams Remote-first culture Competitive compensation 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 Unlock your potential with us - your skills, experience, and unique perspective matter more than just checking the boxes. Apply today, and let's build the future together! 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