Mid-Market Account Executive

Summary

Join Bitwarden's growing sales team as a Mid-Market Account Executive! Based in the U.S., you will focus on closing deals with companies of 51-1000 employees, leveraging your 4-8 years of high-tech sales experience and channel expertise. Responsibilities include effective prospecting, lead management, pipeline reporting, territory planning, and partner relationship building. You will recruit and onboard new partners, develop go-to-market plans, and collaborate with marketing. Success requires a proven track record of achieving quota, strong communication skills, and proficiency in CRM tools. Bitwarden offers a fast-paced, startup environment with opportunities for professional growth and remote work.

Requirements

• Located in the U.S
• 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
• 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

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

Preferred Qualifications

Experience at a startup or pre $100M revenue company is desirable

Benefits

• 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
• In the United States, the starting base compensation range for this role is $55,000 - $100,000, plus uncapped variable compensation