Mid-Market Sales Leader - EMEA

The role

This leader manages the EMEA small to medium and MidMarket business team. The role is accountable for new logo acquisition and expansion revenue through deal leadership, outbound pipeline generation, and data-driven coaching.

What you will do

• Engage directly in important opportunities including discovery, executive alignment, and procurement.
• Set the standard for value-based selling to drive European buying decisions.
• Diagnose and unblock stalled deals to raise team skill levels.
• Build and mature a repeatable cold outbound motion localized by market.
• Set and inspect activity and pipeline-generation standards.
• Align messaging with Marketing, Sales Development, and Channel.
• 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 in EMEA.
• 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 across more than one EMEA market.
• Strong analytical skills including fluency with Hubspot and industry tooling.
• Hands-on approach to leadership with direct involvement in live deals.
• Player-coach approach.
• Strong intellect and fast learning curve.
• Strong command of EMEA buying dynamics, procurement processes, regulatory drivers, and channel/partner models.
• Fluent business English.

Nice to have

• Experience leading AEs selling security SaaS (identity, access, credential, endpoint, or adjacent categories).
• Additional languages such as German, French, or Dutch.

Benefits

• Work remotely with motivated and supportive team members across the world.
• Opportunity to become an expert in security and open source software markets.
• Opportunity to build demand generation and product-led growth expertise.

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.