[Remote] Account Executive - SMB

Note: The job is a remote job and is open to candidates in USA. LastPass is a market-leading password manager that helps individuals and organizations manage and protect access to applications and credentials. They are seeking an Account Executive for the SMB segment to drive revenue growth by managing a territory of small and mid-sized businesses and executing a full sales cycle from prospecting to contract close.ResponsibilitiesGrowing revenue within your existing customer base through timely upsell and cross-sell motions tied to real customer value and business outcomesDriving new logo acquisition in your assigned SMB territory through a disciplined mix of outbound prospecting, inbound follow-up, and channel collaborationManaging a full sales cycle from first conversation through contract close, including discovery, product demonstrations, business case development, and negotiationsBuilding and maintaining a healthy pipeline at 3x or greater coverage, with accurate weekly forecasting submitted through ClariHelping LastPass restore and accelerate revenue growth in the SMB segment by obsessing over value creation in every customer and prospect interactionStaying ahead of the competitive landscape in identity management and cybersecurity to position LastPass effectively against alternatives in the marketLeveraging Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator to run your territory with precision, prioritize your time, and maximize activity efficiencySkillsProven success in a quota-carrying, high-velocity SaaS sales role with direct responsibility for new business generation and consistent attainmentStrong pipeline management skills, including the ability to accurately forecast, manage territory with discipline, and maintain rigorous CRM hygiene in SalesforceFluency with modern sales tools including Salesforce, Outreach, Gong, Clari, and LinkedIn Sales NavigatorA consultative, value-based approach to selling with the ability to connect product capabilities directly to customer pain points, business risks, and measurable outcomesExcellent written and verbal communication skills, including the ability to navigate multi-threaded deals across IT, Finance, and executive buyer personas at small businessesExperience managing a full sales cycle from prospecting through close in a competitive, multi-product SaaS environmentA self-starter mentality with strong time management, personal accountability, and a genuine drive to overachieve against quotaA growth mindset and coachability, with the ability to adapt quickly based on manager feedback, competitive intelligence, and evolving company messagingExperience selling in cybersecurity, identity and access management, or an adjacent SaaS verticalFamiliarity with channel and partner-assisted sales motionsExperience leveraging AI tools to accelerate prospecting, research, and outreach personalizationPrevious use of Clari for pipeline management and forecastingFamiliarity with MEDDPICC or a comparable sales qualification frameworkBenefitsCommissionRemote-first cultureFlexible Paid Time Off policies, including but not limited to: Quarterly Self-Care Days (4 extra paid days off annually) and Volunteer DaysParental leaveComprehensive health coverage, including dependentsHome office setup supportLastPass Families free account for up to 5 membersContinuous learning and development opportunities, including an annual learning stipend to invest in your growthPeer-to-peer recognition through MotivosityEmployee Assistance Program for well-being supportRemote work stipend to support your home office needsShort-Term or Remote-Centric Work Arrangements for added flexibilityCompany OverviewLastPass provides secure password management and identity protection solutions for individuals and businesses. It was founded in 2008, and is headquartered in Boston, Massachusetts, USA, with a workforce of 501-1000 employees. Its website is http://www.lastpass.com.