Bitwarden is the trusted identity security leader for millions of users worldwide, empowering enterprises, developers, and individuals to securely manage and share sensitive information anywhere. Bitwarden makes it easy for all users to extend robust security across their devices with password management, secrets management, and passwordless and passkey innovations. The company is headquartered in Santa Barbara, California with team members located across the globe. Learn more at bitwarden.com.
Bitwarden seeks a Sales Leader to scale our rapidly growing EMEA Mid-Market & Enterprise team. This role reports directly to our Chief Sales Officer. You will primarily focus on managing a team of Account Executives who employ the following sales motions:
- Direct sales, including bottoms-up product-led selling and top-down enterprise sales
- Expansion sales
- Channel sales involving resellers, distributors and managed service providers
The Bitwarden go-to-market strategy combines fully automated self-service with sales-assisted facilitation and deal closing. The Sales Leader will commit themselves to building and managing a world-class group of sellers. We seek a candidate that is committed working on deals with Account Executives, with a dedication to coaching and training and adherence to our sales playbook. We also seek an individual who will translate insights from across deals to steer playbook improvements, change management, and product enhancements.
The ideal candidate will be a strong leader and developer of sales talent – someone who has consistently overachieved in high-growth environments and has actively contributed to building high-performance selling organizations as Bitwarden solidifies its market leadership in password management and beyond.
This is an all-remote team and we’re looking for someone located in the EMEA region. Until Bitwarden sets up an EMEA business entity, this role will be filled with a full-time contractor.
ABOUT YOU
- World-class leadership and people management skills - proven ability to motivate and inspire others to over perform
- Excellent communication and presentation skills - must have the energy and charisma to influence people and the gravitas to build strong, trusted relationships
- Ability to motivate from afar, including asynchronous communications with team members around the world
- Strategic and commercial thinker with the ability to grasp new concepts rapidly and think creatively - ability to analyze and resolve problems in a timely manner
- The intellectual capacity to contribute to the overall leadership and direction of the business
- Hands-on and level-headed with a proven ability to perform under pressure and deliver results in a fast-paced, entrepreneurial, high-growth environment
RESPONSIBILITIES
- Drive Revenue Success: Own and exceed monthly sales targets
- Steer Deal Planning with AEs: Develop and execute toward increasing close rates
- Create Trust-Based Relationships: Partner with customers for the long term
- Distill Customer Needs and Value: Understand buyer needs and objectives
- Manage the Front-Line Voice of Bitwarden: Effectively communicate the value proposition through proposals and presentations
- Read the Market: Understand category-specific landscapes and trends, reporting on the forces that shift tactical budgets and strategic direction of accounts
- Build and Manage the A-Team: Hire and manage a growing team of sales executives, coach them via joint selling and regular pipeline reviews, and instill a culture of accountability and proactivity
- Create Revenue Predictability: Produce weekly forecasts based on pipeline trends and deal assessments
- Partner with Marketing: Contribute to top-of-funnel outreach efforts, target acquisition, and nurture campaigns
WHAT YOU BRING TO BITWARDEN
- 5-7+ years experience managing Mid-Market and Enterprise sellers in a fast paced, high growth environment
- Managed SaaS technology sales teams
- Proven and substantial sales achievements
- A passion for coaching and developing
- Excellent interpersonal, leadership, organizational, and communication skills
- Inside sales experience
- Understanding of security and password management technologies
- Collaborative and adaptable mindset
- Openness and authenticity combined with excellent communication skills
- Excitement and enthusiasm for open source and for better internet security
- Excellent problem-solving skills – you might not know all the answers, but you know how to find and communicate the solution
WHAT TO EXPECT IN THE INTERVIEW PROCESS
- Meeting with our Recruiting Team
- Interview(s) with our Chief Sales Officer
- Interview with team members
- Interview with our CEO
- Reference calls