Enterprise Account Executive - Bitwarden

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.

Bitwarden is expanding its sales footprint and is looking for an Enterprise Account Executive based in the U.S. within the Central or Eastern regions.

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 1,000+ employees
• Managing and reporting a sales pipeline within our CRM, bringing visibility of quarterly revenue accurately
• Territory planning and any required sales support
• Focus on activities and opportunities delivering short-term and long-term revenue
• Effective and regular networking to attract and influence Partner sales and grow Partner relationships
• Use existing relationships to recruit and onboard new partners, engaging them 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 channel pipeline and forecast with sales leaders
• Work closely with marketing to deliver events, programs, and 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 goal achievement
• Drive multiple key channel initiatives in parallel across technical, professional services, and sales

What You Bring to Bitwarden

• Located in the U.S. (Central or Eastern regions)
• 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
• 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
• 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 and work independently or within a team
• Exceptional communication skills including listening, writing, and public speaking
• Ability to work in a fast-paced, startup environment
• An avid channel leader who knows how to 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, and history of collaborative selling
• Proficient user of CRM tools, G Suite, and MS Office tools

What to Expect in the Interview Process

• Screening call with our Recruiting team
• Interview with our CSO
• Interview with our Head of Sales Enablement
• Interview(s) with the team
• AE Roleplay Interview

A Few Reasons to Work With Us

• Impactful work protecting millions of users and global organizations
• Fast-growing market immersion in security and open-source software
• Professional growth opportunities in demand generation and product-led growth
• Dedicated to building a diverse, global, remote team