Senior Manager, SMB Sales, Sales Development

Senior Manager leading SMB sales team at LastPass in North America. Coaching AEs and BDRs to drive revenue generation and support business growth.

Posted 5/6/2026full-timeDenver • Colorado • 🇺🇸 United StatesSenior💰 $90,000 - $115,000 per yearWebsite

Tools & technologies

Cyber Security

Key responsibilities & impact

Lead a high-performing, North America-based team of Small Business Account Executives and Business Development Representatives
Coach AEs who sell directly to small businesses and BDRs who drive top-of-funnel pipeline across the region
Build and develop a team of sellers at different career stages
Create a coaching culture that drives consistent skill development and quota attainment
Own the North America SMB team number, managing pipeline health and forecast accuracy
Collaborate with Marketing to maximize inbound lead conversion
Work with Talent Acquisition to attract and onboard exceptional sales talent
Refine the BDR-to-AE handoff process to maximize pipeline conversion
Use data, dashboards, and CRM analytics to make informed decisions about coaching time and resources
Serve as the voice of your team in cross-functional conversations

What you’ll need

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

Comp & perks

Comprehensive health coverage, including dependents
Parental leave
Flexible Paid Time Off policies, including but not limited to: Quarterly Self-Care Days (4 extra paid days off annually) and Volunteer Days
Remote work stipend to support your home office needs
Home office setup support
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
Short-Term or Remote-Centric Work Arrangements for added flexibility

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

quota managementcoaching methodologypipeline inspectionforecastingsales talent onboardingdata analysisconsultative sellingvalue-based selling

Soft Skills

leadershipteam developmentcommunicationcollaborationcustomer-centric mindsetproblem-solving