Distribution Manager

Summary

Join LastPass as a Distribution Manager - EMEA and play a key role in expanding the company's presence across the region. You will engage with distributor partners, leveraging existing relationships and collaborating with internal teams to drive growth and visibility. Responsibilities include meeting partner quotas, serving as the primary point of contact for partners, driving partner engagement and performance, recruiting and onboarding new partners, supporting order processing, communicating product updates, and collaborating on marketing programs. The ideal candidate demonstrates excellent communication and relationship-building skills, works effectively cross-functionally, and stays up-to-date on industry trends. This role requires regular travel within the assigned territory and occasional travel outside the region. LastPass offers a remote-first culture, competitive compensation, flexible PTO, generous parental leave, comprehensive health coverage, and various other benefits.

Requirements

• Demonstrates excellent communication skills, both verbal and written, with the ability to influence partners toward mutually beneficial outcomes
• Builds strong, long-term relationships through openness, clarity, and assertiveness
• Self-motivated and capable of working cross-functionally to build trust and mindshare across teams
• Collaborates closely with the broader LastPass Sales Organization to educate partners and showcase the full value of LastPass solutions
• Proactively stays up to date on new products, services, and industry trends through ongoing training and self-directed learning
• Maintains accurate records and generates detailed reports, including strategic partner plans
• Possesses strong time management and organizational skills to balance multiple priorities effectively
• Provides accurate sales forecasts using Clari and maintains up-to-date partner activity in Salesforce.com
• Works independently with minimal supervision while meeting performance expectations
• Willing and able to travel regularly throughout the assigned territory, with occasional travel outside the region as required
• Expected to spend 50% or more of their time in the field visiting partners

Responsibilities

• Consistently meet or exceed distribution partner quotas and KPIs within a partner-first sales motion
• Serve as the primary point of contact for all distribution partners in the assigned region
• Drive engagement and performance across all partners by promoting sales best practices, delivering training, and providing ongoing support
• Expand partner-led sales efforts within the assigned geography
• Recruit and onboard new resell and Managed Service Provider (MSP) partners to strengthen regional presence
• Support and ensure smooth order processing from distribution partners to LastPass as needed
• Effectively communicate updates on new products to distribution partners and their networks
• Leverage and enhance internal systems and processes to streamline partner and distribution management
• Collaborate with marketing to develop and execute programs and events that engage both new and existing partners
• Develop a deep understanding of assigned sales territories and coach distribution partners on how to identify and capitalize on growth opportunities
• Manage the end-to-end sales process with distribution partners, ensuring fluency in all product offerings and sales cycle phases
• Represent LastPass with the highest levels of professionalism and integrity at all times

Preferred Qualifications

Proven track record of success in both small and large-scale business environments, including building and expanding markets

Benefits

• Remote-first culture
• 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
• Generous 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