Senior Manager, SMB Sales & Sales Development

LastPass is looking for a Senior Manager, SMB Sales & Sales Development:

In this role, you will 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, responsible for coaching AEs who sell directly to small businesses and BDRs who drive top-of-funnel pipeline across the region.

About the team:

Our North America SMB sales team is at the forefront of LastPass's growth story, helping small and mid-sized businesses protect their people, their data, and their digital identities. Defined by energy, accountability, and a genuine belief that security doesn't have to be complicated, the team operates with a bias toward action and invests in each other's growth every day.

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 partner closely with Sales Leadership, Marketing, Revenue Operations, and Talent Acquisition to ensure your team has the pipeline coverage, tools, and enablement needed to perform. Day to day, you will coach AEs through complex deal cycles and help BDRs sharpen their outbound motions, collaborating cross-functionally to keep the team sharp and competitive.

What are some of the exciting challenges you will be working on?

• Building and developing a team of sellers at different career stages, from early-career BDRs finding their footing in outbound sales 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

What does it take to work at LastPass?

• Proven success managing both quota-carrying Account Executives and Sales Development Representatives (BDRs or SDRs) 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 LinkedIn Sales Navigator, as well as 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

It's great, but not required:

• 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