Mid-Market Sales Leader

Bitwarden

9d•$145,000 - $160,000•Remote

About The Position

Bitwarden is seeking a Mid-Market Sales Leader to lead its North America MidMarket team. The role is accountable for new-logo acquisition and expansion revenue across the segment. The leader is expected to generate pipeline with the team, maintain disciplined qualification and reliable forecasts, and develop Account Executives through hands-on coaching and direct involvement in deals. The role suits an experienced first-line sales leader who has delivered results and wants to operate in a fast-growing company. The leader will engage in important opportunities, establish value-based selling and outbound standards, run MEDDPICC-based qualification and forecasting, use KPIs to improve performance, and recruit and develop Account Executives. The position works cross-functionally with Sales Operations, Solutions Engineering, Customer Success, Channel, and Marketing. Bitwarden is headquartered in Santa Barbara, California, with team members around the globe. The role is based in the United States and offers remote work with distributed colleagues. The stated U.S. starting base compensation range is $145,000–$160,000, plus uncapped variable compensation. Actual compensation may vary by level, experience, skill set, and location. Benefits are referenced on the careers page but are not detailed in the posting.

Requirements

3–5 years of first-line sales leadership experience, ideally leading Account Executives selling security SaaS in identity, access, credential, endpoint, or adjacent categories.
Documented track record of quota attainment as a sales leader and previously as an individual contributor.
Deep working fluency in MEDDPICC and value-based selling, applied to qualification, deal inspection, forecasting, and coaching.
Track record of building and maturing a cold outbound pipeline, with the ability to explain the approach and results.
Strong analytical skills, including fluency with Salesforce reporting, dashboards, and spreadsheets, and experience using KPIs to guide coaching and improve Account Executive performance.
Hands-on leadership approach with direct, regular involvement in live deals.
Strong intellect, fast learning curve, and drive to perform in a high-growth environment with demanding targets.
Experience selling to IT, security, and executive buyers in organizations of roughly 250–2,500 employees.

Responsibilities

Lead the North America MidMarket team and deliver new-logo acquisition and expansion revenue across the segment.
Engage directly in important opportunities, including discovery, executive alignment, mutual close plans, pricing and commercial structure, procurement, and security review.
Set the standard for value-based selling by quantifying customer business pain, building business cases, and connecting Bitwarden to measurable risk reduction and operational outcomes.
Diagnose and unblock stalled deals and use them to improve team skills.
Build and mature a repeatable cold outbound motion with Account Executives and partnered SDRs, covering territory and account prioritization, ICP and persona targeting, multi-threaded sequencing, and buyer-focused messaging.
Set and inspect activity and pipeline-generation standards weekly, and hold Account Executives accountable for self-sourced pipeline.
Align with Marketing and Sales Development on programs that produce qualified pipeline predictably.
Run MEDDPICC as the team's operating system across qualification, deal reviews, forecast calls, and win/loss analysis, using value-based selling to establish and prove each element.
Inspect material opportunities for quantified metrics, a validated economic buyer, a tested champion, clear decision criteria and process, a mapped paper process, and an honest assessment of competition.
Deliver an accurate weekly forecast based on deal evidence and maintain reliable CRM data.
Own team KPIs, including pipeline generation, coverage, stage conversion, win rate, cycle length, average deal size, and activity-to-outcome ratios, and act on the results.
Identify each Account Executive's performance gaps and create targeted coaching plans.
Run weekly one-on-ones, pipeline and deal reviews, forecast calls, and call reviews.
Recruit, hire, onboard, and ramp Account Executives, and develop them toward promotion.
Build a culture of accountability, competitiveness, and continuous improvement.
Work across Sales Operations, Solutions Engineering, Customer Success, Channel, and Marketing to deliver revenue as one team.