Mid-Market Account Executive - DACH

About 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 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

• Drive effective prospecting and lead management, building a 3-5X pipeline within your territory
• Maintain a predominant focus on closing business in companies with between 51 and 1,000 employees
• Manage and report a sales pipeline within our CRM, delivering accurate quarterly revenue visibility
• Execute territory planning and provide required sales support
• Focus on activities and opportunities delivering both short-term and long-term revenue
• Network regularly to attract and influence Partner sales and grow Partner relationships
• Leverage 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 target accounts and opportunities
• Track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team, proactively communicating channel pipeline and forecast to sales leadership
• Collaborate with marketing to deliver events, programs, and campaigns that generate interest and awareness among partners' customers
• Build and execute joint partner business plans with measurable success criteria
• Set financial goals for focus partners and ensure goal achievement
• Drive multiple key channel initiatives in parallel across technical, professional services, and sales domains

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)
• Fluency in both German and English
• Experience at a startup or pre-$100M revenue company is desirable
• A proven track record of driving partner growth and recurring revenue
• Knowledge of and relationships with SMB- and SME-focused resellers and MSP partners within the region
• Ability to influence and build relationships with decision-makers across partner organizations
• Self-starter mindset with strong leadership skills, able to multitask and work independently or collaboratively
• Exceptional communication skills, including listening, writing, and presentation abilities
• Proven ability to thrive in a fast-paced, high-growth startup environment
• Consistent track record of meeting or exceeding annual quota targets with tangible examples of key customer wins
• Proficiency with CRM platforms, Google Workspace, and Microsoft Office tools

Interview Process

Selected candidates will be invited to progress through the following stages:

1. Screening call with Recruiting Manager
2. Interview with Head of Sales Enablement
3. Account Executive Roleplay Interview
4. Final Interview with CEO
5. Reference Checks