Mid-Market Sales Leader - EMEA

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.

We are looking for a hands-on Leader to manage the EMEA Small to Medium and Mid-Market sales team, based remotely in the UK.

The Role

This role leads the EMEA Small to Medium and Mid-Market business team and is accountable for new logo acquisition and expansion revenue across the region. You will lead a team that generates its own pipeline across multiple countries, ensuring disciplined qualification, reliable forecasting, and continuous quarter-over-quarter improvement for Account Executives.

This is a player-coach, first-line leader role who works deals alongside the team, sets the standard for outbound execution in each market, and uses data to drive performance.

Responsibilities

Deal Leadership

• Engage directly in key opportunities: discovery, executive alignment, mutual close plans, commercial structure, procurement, legal, DPA, and security review.
• Set the standard for value-based selling by quantifying customer business pain, building business cases, and tying solutions to European risk reduction and compliance outcomes (GDPR, NIS2, DORA, ISO 27001).
• Diagnose and unblock stalled deals to coach disciplined field execution.
• Drive accountability through metrics, motivation, method, and effective communication.

Outbound Pipeline Generation

• Build and mature a repeatable cold outbound motion with AEs and partnered SDRs, localized by market (territory and persona targeting, multi-threaded sequencing, and messaging).
• Set activity and pipeline-generation standards, inspect them weekly, and hold AEs accountable for self-sourced pipeline.
• Align with Marketing, Sales Development, and Channel on partner-sourced programs to produce predictable qualified pipeline.

MEDDPICC and Value-Based Execution

• Run MEDDPICC as the team's operating system across qualification, deal reviews, forecast calls, and win/loss analysis.
• Inspect material opportunities for quantified Metrics, Economic Buyers, Champions, Decision Criteria/Process, Paper Process, and Competition.
• Deliver accurate weekly forecasts built on deal evidence and maintain reliable CRM data.

Data-Driven Coaching

• Own team KPIs (pipeline generation, coverage, stage conversion, win rate, cycle length, average deal size, activity ratios) by rep and market.
• Identify performance gaps and build targeted coaching plans.
• Run a disciplined operating cadence across time zones, including weekly 1:1s, pipeline reviews, and forecast calls.

Team Building

• Recruit, hire, onboard, and ramp high-caliber Account Executives across EMEA markets.
• Build a culture of accountability, competitiveness, and continuous improvement.
• Partner cross-functionally with Sales Operations, Enablement, Solutions Engineering, Customer Success, Channel, and Marketing.

Requirements

• 3–5 years of first-line sales leadership in EMEA, ideally leading AEs selling security SaaS (identity, access, credential, endpoint, or adjacent categories).
• Documented track record of quota attainment as a leader and an individual contributor.
• Deep working fluency in MEDDPICC and value-based selling.
• Proven record of building and maturing cold outbound pipelines across multiple EMEA markets.
• Strong analytical skills with HubSpot and industry reporting tooling.
• Hands-on leadership approach with direct involvement in live deals.
• Strong command of EMEA buying dynamics, procurement processes, regulatory drivers, and channel models.
• Fluent business English (additional EMEA languages are beneficial).

Why Work With Us

• Join a passionate user community and work with a purpose focused on internet security.
• Become an expert in the growing security and open-source software markets.
• Learn, grow, and build your demand generation and product-led growth expertise.
• Work remotely with a talented, diverse, and supportive global team.