Mid-Market Account Executive - (Nordics)

Bitwarden; Santa Barbara (CA); On-site; GBP 60,000 - 90,000; Full time

Job summary

Bitwarden, a trusted identity security leader, is expanding its UK sales footprint. The Mid-Market Account Executive will drive new business with mid-market companies, manage partner relationships, and execute channel-driven revenue plans.

You will own a quota, build a 3–5X pipeline, and collaborate with marketing on partner events. The role requires 4–8 years of outside IT sales experience, a proven track record with partner growth and revenue, strong CRM and GTM skills, and the ability to

Qualifications

• 4–8 years in outside high-tech IT sales with quota responsibility.
• Experience engaging partner ecosystems and resellers.
• Proven track record of driving partner growth and revenue.
• Ability to recruit and onboard partners and run GTM plans.

Responsibilities

• Prospecting and lead management to build a 3–5X pipeline in territory.
• Close business in companies with 51–1000 employees.
• Manage and report sales pipeline in CRM with quarterly revenue visibility.
• Territory planning and sales support as needed.
• Develop and maintain partner relationships and onboarding.
• Coordinate with marketing on events and joint partner business plans.
• Set and achieve quarterly/monthly partner revenue goals.
• Drive multiple channel initiatives across technical, services, and sales.

Skills

Channel sales

Partner management

Sales forecasting

CRM proficiency

Territory planning

Education

Bachelor’s degree

Tools

CRM software

G Suite

MS Office

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.

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.