Mid-Market Account Executive - DACH

Bitwarden; Greater London; Remote; GBP 60,000 - 90,000; Full time

Job summary

Bitwarden is expanding its sales footprint and seeking a Mid-Market Account Executive fluent in German and English. This UK-resident role targets 51–1000 employee companies and focuses on partner-driven growth across the SMB/SME segment with hands-on territory planning and pipeline management.

You will manage lead flow, close deals, recruit partners, and develop GTM plans while collaborating with marketing to create demand and drive revenue growth.

Qualifications

• 4–8 years of outside high-tech IT sales experience with channel focus.
• Proven track record of achieving quota and growing partner revenue.
• Experience engaging SMB/SME resellers and MSP partners across multiple states/regions.
• Ability to influence decision makers across partner organizations.

Responsibilities

• Prospect and build a 3–5X pipeline within territory.
• Close business in companies with 51–1000 employees.
• Manage and report CRM pipeline to forecast revenue.
• Plan territory and support partner sales initiatives.
• Recruit and onboard new partners and drive demand generation.
• Collaborate with marketing on campaigns and joint partner plans.
• Set and monitor financial goals with focus partners.

Skills

Channel sales

CRM proficiency

Partner recruitment

Territory planning

Sales negotiation

Communication

Multitasking

Education

Bachelor’s degree or equivalent

Tools

CRM software

Microsoft Office

Google Workspace / GSuite

Job description

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 is expanding its sales footprint and is looking for a Mid-Market Account Executive who is fluent in German and English.

This position is open to candidates currently residing within the UK.

We are seeking an energetic and motivated sales professional with strong sales skills and channel experience to join our team. The ideal candidate will have 4-8 years of new account or business development experience with a proven track record of engaging the Partner ecosystem to drive success. In your role, you will be responsible for achieving an assigned quota number while also managing lead flow, closing deals, recruiting partners and developing geographical go to market plans.

RESPONSIBILITIES

• Effective prospecting and lead management building a 3-5X pipeline within your territory
• Predominant focus on closing business in companies with between 51 and 1000 employees
• Managing and reporting a sales pipeline within our CRM, bringing the visibility of the revenue accurately, quarterly
• Territory planning and any sales support required
• Focus on activities and opportunities delivering short term and long-term revenue
• Effective and regular networking to attract and influence Partner sales and grow our Partner relationships
• Use your existing relationships to recruit and onboarding new partners, get them to agree to engage in proactive demand generation activities
• Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities
• Track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team. Proactively communicate with Bitwarden sales leaders on the channel pipeline and forecast
• Work closely with marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers. Build and execute joint partner business plans with measurable success
• Set financial goals for focus partners and ensure goals achievement
• Drive multiple key channel initiatives in parallel across technical, professional services, and sales
  

WHAT YOU BRING TO BITWARDEN

• Bachelor’s degree or equivalent work experience
• 4-8 years of outside high-tech IT sales experience. IT security product experience is desirable but not mandatory
• Experience at a startup or pre $100M revenue company is desirable
• A proven track‑record of driving continued partner growth and revenue
• Knowledge and strong relationships with SMB and SME focused resellers and MSP partners within a multistate region will be necessary
• Ability to drive influence and build effective relationships with decision makers across all levels of partner organizations
• Motivated and focused self-starter with strong leadership skills who can multitask, work independently or within a team
• Exceptional communication skills including listening, writing and public speaking.
• Can work in a fast paced, start-up environment
• An avid channel leader who knows how to teach, enable and motivate partners to find and close business
• Relationships and strong relationships with top VARs and Integrators
• Must demonstrate a consistent track record of achieving annual quota targets while providing specific details on key customer wins
• Possesses a competitive attitude, strong work ethic and thrives in a fast pace, high growth and matrixed organizational environment
• Positive history of collaborative selling
• Must be a proficient user of CRM tools and other Gsuite and MS Office tools
  

WHAT TO EXPECT IN THE INTERVIEW PROCESS

Selected candidates will be invited to schedule an introduction call and potentially progress through the following stages:

• Screening call with our Recruiting Manager
• Interview with our Head of Sales Enablement
• AE Roleplay Interview
• Final Interview with our CEO
• Reference Checks
  

A FEW REASONS TO WORK WITH US

• Our user community loves us and we love them. Come to work each day with a sense of purpose as we bring a more secure internet experience to everyone––from our friends and family to the world’s largest organizations.
• Become an expert in a growing market. You’ll get immersed in the prominent technology markets of security and open source software.
• Learn and grow professionally. Embrace the opportunity to build up your demand generation and product-led growth expertise in a fast‑growing startup.
• We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world.