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Bitwarden is the trusted identity security leader for millions of users worldwide, empowering enterprises, developers, and individuals to securely manage and share sensitive information. The company is headquartered in Santa Barbara, California with team members located globally.
Bitwarden is expanding its sales footprint and seeking a Mid-Market Account Executive to drive growth in the DACH/UKI region. This is a remote role open to candidates currently residing within the UK.
You will be responsible for achieving an assigned quota while managing lead flow, closing deals, recruiting partners, and developing geographical go-to-market plans. Your focus will be on mid-market companies with 51–1,000 employees.
Key responsibilities include:
- Effective prospecting and lead management, building a 3–5X pipeline within your territory
- Closing business in mid-market companies (51–1,000 employees)
- Managing and reporting sales pipeline within CRM with accurate revenue visibility
- Territory planning and sales support execution
- Networking to attract and influence partner sales, growing partner relationships
- Recruiting and onboarding new partners, engaging them in proactive demand generation
- Maintaining a regional partner plan mapping partner strengths to accounts and opportunities
- Tracking and managing lead flow between partners and Bitwarden sales team
- Collaborating with marketing on events, programs, and campaigns for partner customers
- Building and executing joint partner business plans with measurable success
- Setting and ensuring financial goals for focus partners
- Driving multiple key channel initiatives across technical, professional services, and sales
Requirements:
- Bachelor's degree or equivalent work experience
- 4–8 years of outside high-tech IT sales experience (IT security product experience desirable but not mandatory)
- Experience at a startup or pre-$100M revenue company (desirable)
- Proven track record of driving continued partner growth and revenue
- Knowledge and strong relationships with SMB/SME-focused resellers and MSP partners within a multistate region
- Ability to drive influence and build effective relationships with decision makers across partner organizations
- Motivated, focused self-starter with strong leadership skills; ability to multitask and work independently or within a team
- Exceptional communication skills (listening, writing, public speaking)
- Ability to work in fast-paced, startup environment
- Avid channel leader who can teach, enable, and motivate partners to find and close business
- Strong relationships with top VARs and integrators
- Consistent track record of achieving annual quota targets with specific details on key customer wins
- Competitive attitude, strong work ethic, thrives in fast-paced, high-growth, matrixed environment
- Positive history of collaborative selling
- Proficient user of CRM tools, GSuite, and MS Office tools
