Mid-Market Sales Manager

Bitwarden empowers enterprises, developers, and individuals to securely store and share sensitive data. With a transparent, open-source approach to password management, secrets management, and passwordless and passkey innovations, Bitwarden makes it easy for users to extend robust security practices across all online activities. Founded in 2016 with headquarters in Santa Barbara, California, Bitwarden is supported by a passionate global community of security experts and enthusiasts. 

Bitwarden seeks a Sales Leader to scale our rapidly growing Mid-Market team. This role will primarily have you focus on managing a team of Account Executives who employ the following sales motions:

-   Direct sales, including bottoms-up product-led selling and top-down sales

-   Expansion sales

-   Channel sales involving resellers, distributors and managed service providers

The Bitwarden go-to-market strategy combines fully automated self-service with sales-assisted facilitation and deal closing. The Sales Leader will commit themselves to building and managing a world-class group of sellers. We seek a candidate that is committed to working on deals with Account Executives, with a dedication to coaching and training and adherence to our sales playbook. We also seek an individual who will translate insights from across deals to steer playbook improvements, change management, and product enhancements.

The ideal candidate will be a strong leader and developer of sales talent – someone who has consistently overachieved in high-growth environments and has actively contributed to building high-performance selling organizations as Bitwarden solidifies its market leadership. This role will report to our Chief Sales Officer. 

ABOUT YOU

• World-class leadership and people management skills - proven ability to motivate and inspire others to over perform
• Excellent communication and presentation skills - must have the energy and charisma to influence people and the gravitas to build strong, trusted relationships
• Ability to motivate from afar, including asynchronous communications with team members around the world
• Strategic and commercial thinker with the ability to grasp new concepts rapidly and think creatively - ability to analyze and resolve problems in a timely manner
• The intellectual capacity to contribute to the overall leadership and direction of the business
• Hands-on and level-headed with a proven ability to perform under pressure and deliver results in a fast-paced, entrepreneurial, high-growth environment

RESPONSIBILITIES

• Drive Revenue Success: Own and exceed monthly sales targets
• Steer Deal Planning with AEs: Develop and execute toward increasing close rates 
• Create Trust-Based Relationships: Partner with customers for the long term
• Distill Customer Needs and Value: Understand buyer needs and objectives
• Manage the Front-Line Voice of Bitwarden: Effectively communicate the value proposition through proposals and presentations
• Read the Market: Understand category-specific landscapes and trends, reporting on the forces that shift tactical budgets and strategic direction of accounts
• Build and Manage the A-Team: Hire and manage a growing team of sales executives, coach them via joint selling and regular pipeline reviews, and instill a culture of accountability and proactivity
• Create Revenue Predictability: Produce weekly forecasts based on pipeline trends and deal assessments
• Partner with Marketing: Contribute to top-of-funnel outreach efforts, target acquisition, and nurture campaigns

WHAT YOU BRING TO BITWARDEN

• 5-7+ years experience managing mid-market sellers in a fast paced, high growth SaaS environment
• Proven and substantial sales achievements
• A passion for coaching and developing
• Excellent interpersonal, leadership, organizational, and communication skills
• Inside sales experience 
• Understanding of security and password management technologies 
• Collaborative and adaptable mindset
• Openness and authenticity combined with excellent communication skills
• Excitement and enthusiasm for open source and for better internet security 
• Excellent problem-solving skills – you might not know all the answers, but you know how to find and communicate the solution

WHAT TO EXPECT IN THE INTERVIEW PROCESS

Selected candidates will be invited to schedule an introduction call and potentially progress through the following stages:

• Meeting with our Recruiting Manager
• Interview with our CSO
• Interview/s with Sales team members
• Reference calls
• Interview with our CEO

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. You’ll get immersed in the prominent technology markets of security and open source software.
• 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.
• Learn and grow. Take on new challenges with the support of your team, and join our #growth-club to continue personal and professional development. 

A note to outside sourcers: We do not accept solicitations from recruiters, recruiting agencies, headhunters, or outsourcing organizations. Please remove us from all such contact lists. 

In the United States, the starting base compensation range for this role is $80,000 - $135,000, plus uncapped variable compensation. Actual compensation may vary based on level, relevant experience, and skill set as assessed in the interview process, as well as market data by location. See our careers page for a list of benefits. Please note that compensation outside the U.S. will differ based on the market.