Senior Manager, SMB Sales & Sales Development

LastPass is hiring a Senior Manager, SMB Sales & Sales Development to lead a North America-based team of Small Business Account Executives and Business Development Representatives from our hybrid office in Denver, CO. If you thrive at the meeting point of pipeline creation and direct revenue, this leadership role is built for you.

About the Role

As Senior Manager, SMB Sales & Sales Development, you'll own the North America SMB number while coaching AEs who sell directly to small businesses and BDRs who fuel top-of-funnel growth. This is a first-line management position based in a hybrid setup in Denver, CO, where you'll cultivate a coaching culture that shortens ramp times, sharpens selling skills, and drives consistent quota attainment.

Key Responsibilities

• Build, develop, and retain sellers at every career stage, from early outbound BDRs to full-cycle AEs in a competitive security market.
• Own pipeline health, forecast accuracy, and attainment, tracking progress week over week and quarter over quarter.
• Partner with Marketing to lift inbound conversion and with Revenue Operations to surface territory whitespace and expansion plays.
• Refine the BDR-to-AE handoff to maximize pipeline conversion and reduce revenue leakage at the top of the funnel.
• Use CRM analytics, dashboards, and data to direct coaching time, headcount, and resources where they matter most.
• Collaborate with Talent Acquisition to attract and onboard exceptional AE and BDR talent, and represent your team in cross-functional decisions.

Qualifications

• Proven success managing both quota-carrying Account Executives and SDRs/BDRs in a SaaS or software setting, with demonstrated team attainment.
• A structured coaching approach spanning 1:1s, call reviews, pipeline inspection, and individualized improvement plans.
• Fluency with Salesforce, Outreach or Salesloft, Clari, and LinkedIn Sales Navigator, plus a knack for driving adoption.
• Strong forecasting skills, early risk identification, and clear communication of pipeline health to senior leadership.
• A data-driven, customer-centric style that guides AEs through consultative, value-based selling in cybersecurity and identity management.
• Nice to have: experience in cybersecurity or identity and access management, familiarity with MEDDPICC, and comfort using AI-powered tools to boost productivity and forecasting.

About LastPass

LastPass delivers Secure Access Essentials, helping individuals and organizations manage and protect access to AI, applications, and credentials right from the browser. Trusted by more than 100,000 businesses and millions of users worldwide, LastPass pairs robust security with everyday simplicity so people can move fast and stay protected as their environments evolve.

How to Apply

To apply, complete your application directly on this page, or you'll be redirected to the employer's application platform to finish submitting there.