Q&A With Will Demars, Senior Director, Sales, North America

We sat down with sales leader Will Demars to chat about his journey at LastPass, the unique culture that motivates his work, and advice for future Passtronauts. Let’s dive in.  

Q: What do you do at LastPass and how long have you been with the company? 

A: I lead our direct sales teams in North America.  We have five teams covering SMB, Commercial, and Enterprise segments.  I started with LastPass in 2017 shortly after LogMeIn purchased the company and then merged with GoTo.  At the time, we had just four people covering LastPass sales in North America, so the growth has been such a cool ride!  I’m also a boomerang – I left for about a year and a half in 2021 but decided to return shortly after the decision to spin LastPass off as a standalone organization.  

Q: What initially attracted you to LastPass? 

A: I was very excited to work at LastPass because I was joining a passionate and close-knit team that felt like a startup within a billion-dollar organization. I’ve also always loved selling products I could experience first-hand. Being your own best customer adds such an authentic and valuable perspective. Regarding my return, I always believed LastPass best served our employees, customers, shareholders, AND community as a distinct cybersecurity company. The opportunity to continue that journey with some truly amazing people was an easy decision. My heart never fully left. 

Q: What’s your favorite part of your job? 

A: The people.  LastPass has a truly unique culture.  Our people are very curious, open minded, hardworking, and talented, while also displaying such lightness of spirit, humility, and approachability. 

Q: What is your team like? 

A: All of the above. I’d also add that our sales team has a tremendous amount of grit.  We’re often the tip of the spear for our organization, whether it be making cold calls to generate new opportunities or working with customers through highly sensitive challenges.  The perseverance and composure our team consistently displays often leaves me in awe.  

 Q: What’s the most important thing you’ve learned since starting at LastPass? 

A: Start with Why – then Decide and DO.  What I mean by that is many of us get busy being busy each day, trying to accomplish various tasks.  The most engaged teams I’ve observed built a sense of belonging and poise through a shared WHY.  That may come in the form of clear vision or a set of shared values.  Before one decides what to do and how to do it, you must first align on why we’ll do it at all – and communicate that in no uncertain terms.  Once that’s in place, in an industry that moves as quickly as cybersecurity, you have to be decisive and possess a bias toward action.  Trust you’ll make mistakes and learn along the way, as long as you know you are pointed in a carefully chosen direction and have the right people on the team. 

Q: In 10 words or less, how would you describe the culture at LastPass? 

A: Resourceful, curious, candid, open, approachable, collaborative, grateful, respectful, ambitious. 

Q: Which work benefit or perk is your favorite and why? 

A: Self-Care Fridays.  We take one Friday off each month to totally disconnect from work and re-charge.  The reason I’ve enjoyed it is that most of the Self Care Fridays I’ve actually spent with coworkers, doing non-work-related activities.  We are a remote-first organization (which in itself is an amazing perk in what it allows me to prioritize with my sleep, exercise, diet, and time with family), but that remote nature can make it difficult to forge interpersonal relationships.  Spending down time with team members enjoying hobbies and getting to know each other undoubtedly improves our ability to work together and overcome the stressors of work.  

Q: What’s the best advice you can give to someone who wants to work for us? 

A: Easy! Secure your passwords and other digital items in LastPass. If you’re not already in a password or credential manager, you should be. It is a rare opportunity to add security to your identity while also making your life so much easier once set up.  If you can internalize the value and understand it, then bringing others along that journey will be so much easier and fulfilling. Take advantage of the opportunity to see LastPass through the lens of a customer/user before you even start or interview. If you’re already a user (and so many are), then have a few conversations with people that work here about our culture and quality of people.  The people that find belonging here enjoy solving a problem that almost every human encounters with a truly simple solution, and they do these great things while supporting one another’s whole self.    

. hereInterested in starting your own LastPass journey? Learn more about our Careers