Channel Account Executive - LATAM

Bitwarden

11h•Remote

About The Position

Bitwarden is hiring a Channel Account Executive to build its partner ecosystem across Latin America, a channel-first region. The role owns a regional quota and go-to-market plan, enabling resellers and managed service providers (MSPs) to sell Bitwarden independently. Priority markets include Brazil, Mexico, Colombia, Chile, and Argentina. The role recruits, onboards, and develops partners; aligns their strengths with target accounts; manages partner lead flow, deal registration, pipeline, and forecasts; and sets financial goals with focus partners. It also includes training partners in Spanish and Portuguese, joint marketing and co-selling, and joining partner sales calls to support deals. The position works with Finance and Legal on regional deal requirements such as local-currency pricing, invoicing and taxes, payment terms, and data-residency questions, including Brazil's LGPD requirements. The successful candidate will coordinate channel initiatives across technical, professional services, and sales functions. Bitwarden helps enterprises, developers, and individuals securely store and share sensitive data. Its open-source products include password management, secrets management, and passwordless and passkey innovation. The company was founded in 2016 and is headquartered in Santa Barbara, California. The role is remote, with regular travel within the region for partner meetings and events.

Requirements

5–10 years of experience in partner development, channel management, or sales, with a record of hitting quota.
Existing relationships with LATAM resellers, MSPs, or distributors in security or IT.
Fluency in English and either Spanish or Portuguese.
Experience with global and boutique VARs and understanding of regional channel practices, including tiered distribution, local entities, and longer public-sector sales cycles.
Comfort working remotely with minimal supervision across time zones and traveling regularly in-region for partner meetings and events.
A bachelor's degree in business, marketing, or a related field.
A self-starter mindset and a bias toward solving problems independently.

Responsibilities

Own a regional go-to-market plan for LATAM, prioritizing markets such as Brazil, Mexico, Colombia, Chile, and Argentina.
Recruit and onboard regional resellers, MSPs, local and boutique VARs, and distributors where appropriate.
Build and maintain partner plans that align each partner's customer relationships, vertical focus, and technical specialty with target accounts.
Manage lead flow between partners and Bitwarden Sales, run deal registration, and keep sales leaders updated on channel pipeline and forecasts.
Set financial goals with focus partners and drive them to achieve those goals.
Train partners in Spanish and Portuguese on Bitwarden products, positioning, and competitive displacement.
Run joint marketing with partners and the marketing team, including local events, campaigns, and co-selling motions.
Join partner sales calls to provide product expertise and help close deals.
Work with Finance and Legal on LATAM-specific deal mechanics, including local-currency pricing, invoicing and tax requirements, payment terms, and data-residency questions such as LGPD in Brazil.
Run multiple channel initiatives across technical, professional services, and sales.