Mid-Market Sales Leader

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $145k - $160k / year

⏰ Full Time

🟠 Senior

🤑 Sales

👻 Ghost score 2%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Bitwarden

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

🔒 Cybersecurity

☁️ SaaS

🏢 Enterprise

Cybersecurity • SaaS • Enterprise

Bitwarden is a trusted password manager that provides secure digital solutions for individuals, families, and businesses. It offers tools for securely storing, managing, and sharing sensitive online data such as passwords, passkeys, and credit cards, utilizing zero knowledge, end-to-end encryption technology. Bitwarden's services include enterprise-level security features such as secrets management for development, DevOps, and IT teams, with additional functionalities for passwordless authentication. The platform supports cross-platform access, is open source, and adheres to strict compliance standards including GDPR, SOC 2, and HIPAA.

📋 Description

• Lead the North America MidMarket team and drive new logo acquisition and expansion revenue • Engage directly in important opportunities, including discovery, executive alignment, mutual close plans, pricing, procurement, and security review • Set the standard for value-based selling and connect Bitwarden to measurable risk reduction and operational outcomes • Diagnose and unblock stalled deals • Build and mature repeatable cold outbound motions with Account Executives and partnered SDRs • Set activity and pipeline-generation standards and hold Account Executives accountable for self-sourced pipeline • Align with Marketing and Sales Development on qualified pipeline programs • Run MEDDPICC across qualification, deal reviews, forecast calls, and win/loss analysis • Inspect material opportunities for metrics, economic buyer, champion, decision criteria and process, paper process, and competition • Deliver accurate weekly forecasts and maintain reliable CRM data • Own team KPIs and use them to improve performance • Identify performance gaps and build targeted coaching plans • Run weekly 1:1s, pipeline and deal reviews, forecast calls, and call reviews • Recruit, hire, onboard, ramp, and develop Account Executives • Build a culture of accountability, competitiveness, and continuous improvement • Collaborate with Sales Operations, Solutions Engineering, Customer Success, Channel, and Marketing

🎯 Requirements

• 3–5 years of first-line sales leadership, ideally leading AEs selling security SaaS (identity, access, credential, endpoint, or adjacent categories) • Proven, documented track record of quota attainment as a leader and as an individual contributor • Deep working fluency in MEDDPICC and value-based selling • Track record of building and maturing a cold outbound pipeline • Strong analytical skills, including fluency with Salesforce reporting, dashboards, and spreadsheets • Record of using KPIs to direct coaching and improve AE 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

🏖️ Benefits

• Sense of purpose by contributing to a more secure internet experience • Opportunity to become an expert in security and open source software markets • Professional learning and growth opportunities • Opportunity to build demand generation and product-led growth expertise • Remote work with motivated and supportive team members across the world • Uncapped variable compensation