Senior Manager, SMB Sales & Sales Development

Role Overview

Senior Manager, SMB Sales & Sales Development – lead a high‑performing North America‑based team of Small Business Account Executives and Business Development Representatives. This first‑line management role sits at the intersection of pipeline creation and direct revenue generation, coaching AEs who sell directly to small businesses and BDRs who drive top‑of‑funnel pipeline across the region.

• Building and developing a team of sellers at different career stages, from early‑career BDRs to AEs managing full‑cycle deals in a competitive security market.
• Creating a coaching culture that drives consistent skill development, accelerated ramp times, and quota attainment across both the AE and BDR functions.
• Owning the North America SMB team number, managing pipeline health, forecast accuracy, and attainment week over week and quarter over quarter.
• Collaborating with Marketing to maximize inbound lead conversion and partnering with Revenue Operations to identify territory whitespace and expansion opportunities.
• Working with Talent Acquisition to attract, hire, and onboard exceptional sales talent across AE and BDR roles in a competitive hiring market.
• Refining the BDR‑to‑AE handoff process to maximize pipeline conversion and minimize revenue leakage at the top of the funnel.
• Using data, dashboards, and CRM analytics to make fast, informed decisions about where to focus coaching time, headcount, and resources.
• Serving as the voice of your team in cross‑functional conversations, advocating for the tools, resources, and positioning your sellers need to compete and win.

• Proven success managing both quota‑carrying Account Executives and Sales Development Representatives in a SaaS or software environment, with demonstrated team attainment outcomes.
• A strong coaching methodology, including the ability to run structured 1:1s, perform call reviews, conduct pipeline inspection, and develop individualized improvement plans.
• Fluency with modern sales technology, specifically Salesforce, Outreach or Salesloft, Clari, and Linked In Sales Navigator, and comfort driving adoption of these tools across the team.
• Strong forecasting skills and the ability to roll up an accurate team number, identify risk early, and communicate pipeline health clearly to senior leadership.
• Experience hiring and onboarding sales talent across multiple experience levels, with a structured approach to ramp and a track record of retaining top performers.
• The ability to partner effectively with Marketing, Revenue Operations, and Sales Enablement to translate company strategy into day‑to‑day team execution.
• A data‑driven management style, including comfort pulling and interpreting reports, identifying performance trends, and translating insights into concrete coaching actions.
• A customer‑centric mindset and the ability to guide AEs through consultative, value‑based selling in a competitive cybersecurity and identity management market.

• Experience in cybersecurity, identity and access management, or an adjacent SaaS vertical.
• Familiarity with MEDDPICC or a comparable enterprise sales qualification framework, and the ability to coach team members in applying it.
• Experience scaling a sales team during a period of significant company growth or transformation.
• Comfort using AI‑powered tools to accelerate team productivity, surface coaching insights, or improve forecasting accuracy.

US Base Pay Range: $90,000—$115,000 USD. In addition to 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.

• Market‑leading password manager.
• High‑growth, collaborative environment with inclusive teams.
• Remote‑first culture.
• 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.
• Last Pass Families free account for up to 5 members.
• Continuous learning and development opportunities, including an annual learning stipend.
• 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.

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