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Bitwarden is seeking a Mid-Market Account Executive to expand its sales footprint across the U.S. You will be responsible for driving new business within mid-market companies (51–1,000 employees) while building and managing a strong partner ecosystem. This is a quota-carrying role with significant channel and direct sales responsibilities.
Key responsibilities include prospecting and lead management to build a 3–5X pipeline within your territory, closing deals with mid-market prospects, and managing a CRM pipeline with accurate quarterly forecasting. You will develop territory and regional partner plans, mapping partner strengths to target accounts and opportunities. A critical part of the role involves recruiting and onboarding new partners, enabling them to engage in proactive demand generation, and maintaining strong relationships with resellers, MSPs, and VARs.
You will track and manage lead flow between partners and the Bitwarden sales team, proactively communicating pipeline and forecast updates to sales leadership. Collaboration with marketing is essential—you'll build and execute joint partner business plans, deliver marketing events and campaigns, and set financial goals for focus partners. You'll also drive multiple channel initiatives in parallel across technical, professional services, and sales functions.
The ideal candidate brings 4–8 years of outside high-tech IT sales experience, with a proven track record of driving partner growth and revenue. You should have strong relationships with SMB and SME-focused resellers and MSP partners within a multistate region, and the ability to influence decision-makers across partner organizations. Experience at a startup or pre-$100M revenue company is desirable. You must be a self-starter with strong leadership skills, exceptional communication abilities, and proficiency in CRM tools and G Suite/MS Office. A competitive attitude, strong work ethic, and ability to thrive in a fast-paced, high-growth environment are essential.
