VP, Channel & Strategic Partnerships - Bitwarden

Bitwarden is scaling its global partner ecosystem on the path to $200M ARR, and we’re hiring a VP of Channel Sales to own it. This leader will build and drive our worldwide channel strategy across resellers, distributors, MSPs/MSSPs, cloud marketplaces, and strategic alliances—turning partners into a primary engine of new bookings. Reporting to the CRO, you’ll set the vision, build the team, and deliver partner-originated revenue at scale.

What You’ll Do

• Own the global channel strategy and number, delivering partner-sourced and partner-influenced ARR against aggressive growth targets.
• Scale the channel organization from its current stage into a mature, repeatable engine—maturing partner programs, tiering, and operating cadence as the business grows toward $200M ARR.
• Build, recruit, and enable a high-performing channel organization across the Americas and EMEA, growing headcount and coverage in step with revenue.
• Develop and scale relationships with VARs, VADs, and distribution partners across international markets.
• Grow the MSP and MSSP motion, including program structure, margin models, and recurring-revenue partner economics.
• Drive Cloud Service Provider partnerships and marketplace strategy, including AWS Marketplace and Microsoft Azure Marketplace, to accelerate co-sell motions and consumption-based growth.
• Establish and expand strategic alliance partnerships (technology, ISV, and cloud) to extend reach and create joint value.
• Design partner program tiers, incentives, deal registration, and co-selling frameworks that drive predictable growth.
• Partner cross-functionally with Direct Sales, Marketing, and Product to align channel motion with GTM priorities and avoid conflict.
• Own partner performance analytics—pipeline coverage, partner-sourced pipeline, win rates, and ROI.

What You Bring

• 12+ years in channel and partnership sales, including 5+ years in senior channel leadership roles building and running multi-region teams.
• Demonstrated success scaling a channel organization—taking a partner program from early or mid-stage to a mature, predictable revenue contributor (e.g., growing partner-originated ARR to 25%+ of new bookings).
• International channel experience spanning VARs and VADs across multiple regions.
• Deep MSP and MSSP experience, including building and scaling recurring-revenue partner programs.
• Cloud Service Provider and marketplace experience, including AWS Marketplace and Microsoft Azure Marketplace co-sell and listing motions.
• Strong alliance and strategic partnership experience (technology/ISV/cloud).
• Experience building, structuring, and leading distributed, multi-region channel teams through periods of rapid growth.
• Executive-level communication and cross-functional leadership skills.
• Cybersecurity or security software experience strongly preferred.
• Willingness to travel internationally as needed.

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 and take part in productive and fun meetups.