Senior Manager, SMB Sales & Sales Development

About the role

The Senior Manager, SMB Sales & Sales Development leads a high-performing team of Small Business Account Executives and Business Development Representatives in North America. This role involves coaching AEs who sell directly to small businesses and BDRs who drive top-of-funnel pipeline across the region.

About the team

The 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. The team is defined by energy, accountability, and a genuine belief that security doesn’t have to be complicated, operating with a bias toward action and investing in each other’s growth every day.

Exciting challenges

• Building and developing a team of sellers at different career stages
• Creating a coaching culture that drives consistent skill development and accelerated ramp times
• 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

Qualifications

• 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

Pay

Base Salary: $90,000 - $115,000 USD
On Target Earnings: $150,000 - $191,000 USD

Schedule

Remote-first culture

Benefits

• Competitive compensation
• Flexible Paid Time Off policies, including but not limited to: Quarterly Self-Care Days (4 extra paid days off annually) and Volunteer Days
• Parental leave
• Comprehensive health coverage, including dependents
• Home office setup support
• LastPass Families free account for up to 5 members
• Continuous learning and development opportunities, including an annual learning stipend to invest in your growth
• 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