Mid-Market Sales Leader

The role

This leader manages the North America MidMarket team to drive new logo acquisition and expansion revenue. The role involves direct deal leadership, outbound pipeline generation, and data-driven coaching of Account Executives.

What you will do

• Engage in discovery, executive alignment, pricing, procurement, and security review for important opportunities.
• Set the standard for value-based selling to quantify business pain and risk reduction.
• Diagnose and unblock stalled deals to raise team skill levels.
• Build and mature a repeatable cold outbound motion with AEs and SDRs.
• Set and inspect activity and pipeline-generation standards.
• Align with Marketing and Sales Development on pipeline programs.
• Run MEDDPICC as the team operating system for qualification and forecasting.
• Deliver an accurate weekly forecast and maintain CRM data.
• Own team KPIs and build targeted coaching plans.
• Recruit, hire, onboard, and develop Account Executives.

Required qualifications

• 3–5 years of first-line sales leadership
• Proven, documented track record of quota attainment as a leader and 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
• Hands-on approach to leadership with direct involvement in live deals
• Strong intellect and fast learning curve
• Experience selling to IT, security, and executive buyers in organizations of roughly 250–2,500 employees

Nice to have

• leading AEs selling security SaaS (identity, access, credential, endpoint, or adjacent categories)

Benefits

• Work remotely with motivated and supportive team members across the world

About the company

Bitwarden is the identity security leader for millions of users worldwide. The company is headquartered in Santa Barbara, California with team members located across the globe.