Denver, Colorado | Hybrid - 2 to 3 Days In-Office Per Week
About the Role
LastPass is looking for an Account Executive, Corporate to drive net new customer acquisition within a defined territory of corporate organizations across North America. This is a true hunter role focused on identifying, engaging, and closing new business opportunities with companies typically ranging from 500 to 2,000 employees.
This role is ideal for highly motivated sales professionals who thrive on prospecting, opening doors, creating urgency, and winning competitive opportunities. You'll help organizations strengthen their security posture by protecting their employees, data, and digital identities through LastPass solutions.
About the Team
The Corporate Sales team at LastPass is a high-performing, results-driven group focused on accelerating growth through strategic customer acquisition. We embrace a hunter mentality, lead with customer value, and create opportunities through proactive outreach and disciplined execution.
The Corporate segment represents a significant growth opportunity for LastPass, and this team plays a critical role in expanding our market presence by winning new logos and building long term customer relationships.
If you are passionate about solving complex business challenges, creating new opportunities, and consistently exceeding goals, this role is for you.
Who will you work with?
You will collaborate closely with your Sales Manager, Marketing partners, Business Development Representatives, Channel Partners, and Solutions Consultants to generate, qualify, and advance opportunities. You will also partner with Sales Operations and Enablement to continuously improve your effectiveness, sharpen your sales skills, and maximize territory performance.
What are some of the exciting challenges you will be working on?
- Drive new logo acquisition within your assigned Corporate territory through a disciplined outbound prospecting strategy, targeted account penetration, and executive engagement
- Build and execute strategic account plans to identify, engage, and convert high-value prospects into customers
- Create and manage opportunities from initial outreach through contract execution, including discovery, solution positioning, business case development, and negotiation
- Consistently generate pipeline through self-sourced activity while leveraging marketing campaigns, partner relationships, and inbound demand
- Build and maintain pipeline coverage of 3x or greater against quota while providing accurate forecasts through Clari
- Navigate complex buying groups and multi-threaded sales cycles across IT, Security, Operations, Finance, and executive stakeholders
- Position LastPass effectively against competitive alternatives within the identity and cybersecurity landscape
- Leverage Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator to maximize prospecting efficiency, account penetration, and revenue generation
- Help accelerate LastPass growth by bringing new customers into the LastPass ecosystem and expanding our footprint across the Corporate market
What does it take to work at LastPass?
- Proven success in a quota-carrying SaaS sales role with a strong track record of new business acquisition and consistent overachievement against targets
- Experience selling into corporate organizations, typically with 500+ employees, including engagement with Director, VP, and C-level stakeholders
- Demonstrated ability to build pipeline through outbound prospecting, account based selling, and strategic territory planning
- Strong forecasting and territory management skills with a disciplined approach to pipeline generation and Salesforce hygiene
- Fluency with modern sales technologies including Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator
- Consultative sales expertise with the ability to align business challenges, security risks, and operational requirements to measurable customer outcomes
- Experience managing complex sales cycles involving multiple stakeholders, security reviews, procurement processes, and contract negotiations
- Excellent communication, presentation, and executive engagement skills
- Self-motivated hunter mentality with strong personal accountability, resilience, and a desire to win
- Growth mindset and coachability with the ability to adapt quickly based on feedback, market insights, and evolving customer needs
It's great, but not required:
- Experience selling cybersecurity, identity and access management, or related SaaS solutions
- Experience selling into organizations with 500+ employees, navigating complex buying groups and multiple decision makers across IT, Security, Finance, and executive leadership
- Familiarity with channel and partner-driven sales motions
- Experience leveraging AI tools to improve prospecting productivity and account research
- Previous experience using Clari for pipeline management and forecasting
- Familiarity with MEDDPICC or a comparable enterprise sales methodology