Account Executive - SMB

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Last Pass 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.

The SMB sales team at Last Pass 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 Last Pass’s most significant growth opportunities, and this team is at the center of capturing it.

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.

• 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 Last Pass 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 Last Pass effectively against alternatives in the market
• Leveraging Salesforce, Outreach, Gong, Clari, and Linked In Sales Navigator to run your territory with precision, prioritize your time, and maximize activity efficiency

• 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 Linked In 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
• 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.

• 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…