--- title: 'Mid-Market Sales Leader at Bitwarden' canonical: 'https://feeny.ai/job/mid-market-sales-leader-bitwarden-united-states-699bh5n2sthy' type: 'job' last_seen: '2026-10-29' --- # Mid-Market Sales Leader at Bitwarden - **Company:** Bitwarden - **Location:** United States - **Work type:** remote - **Posted:** 2026-10-28 - **Last confirmed live:** 2026-10-29 - **Apply:** https://bitwarden.com/careers/8043171003/?gh_jid=8043171003 ## Job description Bitwarden is the trusted identity security leader for millions of users worldwide, empowering enterprises, developers, and individuals to securely manage and share sensitive information anywhere. Bitwarden makes it easy for all users to extend robust security across their devices with password management, secrets management, and passwordless and passkey innovations. The company is headquartered in Santa Barbara, California with team members located across the globe. Learn more at [bitwarden.com](https://bitwarden.com/). ## The Role This role leads the North America MidMarket team and is accountable for new logo acquisition and expansion revenue across the segment. The expectations are high: a team that generates its own pipeline, deals that are qualified with discipline, forecasts that hold, and Account Executives who improve every quarter. This is not an oversight role. The leader in this seat works alongside their team, sets the standard for outbound execution, and uses data to drive performance. It is built for a first-line leader who has already delivered results and wants to operate at the pace and scale of a fast-growing company. ## Responsibilities Deal leadership - Engage directly in the team's most important opportunities: discovery, executive alignment, mutual close plans, pricing and commercial structure, procurement, and security review. - Set the standard for value-based selling: quantifying the customer's business pain, building the business case, and tying Bitwarden to measurable risk reduction and operational outcomes. - Diagnose and unblock stalled deals, and use them to raise the skill level of the entire team. Outbound pipeline generation - Build and mature a repeatable cold outbound motion with AEs and partnered SDRs: territory and account prioritization, ICP and persona targeting, multi-threaded sequencing, and messaging that resonates with IT, security, and finance buyers. - Set activity and pipeline-generation standards, inspect them weekly, and hold every AE accountable for self-sourced pipeline. - Align with Marketing and Sales Development on programs that produce qualified pipeline at a predictable rate. MEDDPICC and value-based execution - Run MEDDPICC as the team's operating system across qualification, deal reviews, forecast calls, and win/loss analysis, with value-based selling defining how the team earns and proves each element. - Inspect every material opportunity for quantified Metrics, a validated Economic Buyer, a tested Champion, clear Decision Criteria and Process, a mapped Paper Process, and an honest read on Competition. - Deliver an accurate weekly forecast built on deal evidence and maintain CRM data the business can rely on. Data-driven coaching - Own the team's KPIs (pipeline generation, coverage, stage conversion, win rate, cycle length, average deal size, and activity-to-outcome ratios) and act on what they show. - Identify where each AE is losing ground (pipeline creation, qualification, progression, or close) and build targeted coaching plans to close the gap. - Run a disciplined operating cadence: weekly 1:1s, pipeline and deal reviews, forecast calls, and call reviews. ## Team building - Recruit, hire, onboard, and ramp high-caliber 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. ## Requirements - 3–5 years of first-line sales leadership, ideally leading AEs selling security SaaS (identity, access, credential, endpoint, or adjacent categories). - A proven, documented track record of quota attainment as a leader, and as an individual contributor before that. - Deep working fluency in MEDDPICC and value-based selling, applied together to qualify, inspect, forecast, and coach. - A track record of building and maturing a cold outbound pipeline, with the ability to explain exactly how it was done and what it produced. - Strong analytical skills, including fluency with Salesforce reporting, dashboards, and spreadsheets, and a record of using KPIs to direct coaching and improve AE performance. - A hands-on approach to leadership, with direct, regular involvement in live deals. - Strong intellect, a fast learning curve, and the drive to perform in a high-growth environment with demanding targets. - Experience selling to IT, security, and executive buyers in organizations of roughly250–2,500 employees. ## 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 in a growing market. You’ll get immersed in the prominent technology markets of security and open source software. - Learn and grow professionally. Embrace the opportunity to build up your demand generation and product-led growth expertise in a fast-growing startup. - We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world. In the United States, the starting base compensation range for this role is $145,000- $160,000, 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. ## About Bitwarden ## Company Overview - **One-liner**: Bitwarden provides open source password management, secrets management, and passwordless authentication solutions for individuals, teams, and enterprises. - **Entity Type**: Private - **Headquarters**: Santa Barbara, CA, USA - **Founded**: 2016 - **Founders**: Kyle Spearrin ## Core Business - **Primary industries**: Cybersecurity, password management, identity and access management - **Target customers**: B2B (enterprise, SMB, developers) and B2C (individuals) - **Mission**: Help people stay safe online; envision a world where no one gets hacked. ## Products & Services - **Bitwarden Password Manager**: Cloud-based or self-hosted password manager with end-to-end encryption, available for individuals, families, teams, and enterprises. Includes breach reports, password health checks, and multi-factor authentication. - **Bitwarden Secrets Manager**: Centralized management of machine credentials, API keys, and other secrets for developers and DevOps teams. - **Bitwarden Passwordless.dev**: Developer API for building FIDO2 WebAuthn passkey authentication into websites and applications. ## Market Standing - **Valuation/Market Cap**: Not publicly available - **Key Metrics**: 80,000+ businesses and 15+ million users across 180+ countries and 50+ languages. - **Notable Investors/Partners**: Not disclosed in available sources - **Growth Signals**: #1 in G2 Enterprise User Satisfaction for 11 consecutive quarters; active community of 100,000+ members on GitHub, forums, and Reddit; expansion into secrets management and passwordless authentication. ## Competitive Advantages - **Open source transparency**: All code is publicly auditable, building trust and enabling self-hosting. - **Zero-knowledge encryption**: Data is encrypted before leaving the user’s device; Bitwarden servers never see plaintext data. - **Self-hosting option**: Organizations can deploy on their own infrastructure for full control. - **Compliance standards**: Meets or exceeds international security and privacy standards (SOC 2, GDPR, etc.). - **Affordable pricing**: Generous free tier and competitive paid plans. ## Strategic Focus - Accelerating passwordless authentication (passkeys, biometrics) and securing AI agent and machine identities. - Expanding developer and DevOps tooling (Secrets Manager, Passwordless.dev). - Continuing open source community growth and enterprise adoption. ## Why Work Here - **Fully distributed, remote-first company** – no commute; company computer provided and $500 home office reimbursement. - **Time off**: 20 days flexible PTO + 11 flexible holidays per year; extra week of vacation after four years. - **Financial rewards**: 401(k) plan contributions; skill development reimbursement of $500 annually. - **Health**: Medical, dental, and vision premiums covered (US); international benefits calculated into pay. - **Culture**: Values of Gratitude, Responsibility, Innovation, and Trust (GRIT); regular remote team-building events. - **Growth mindset**: Encouraged to learn and grow; $500 annual reimbursement for books, courses, etc. ## Sources 1. [Bitwarden Careers](https://bitwarden.com/careers/) 2. [Bitwarden About Us](https://bitwarden.com/about/) 3. [Bitwarden Homepage](https://bitwarden.com/) 4. [Bitwarden LinkedIn Jobs](https://www.linkedin.com/company/bitwarden1) 5. [Bitwarden Indeed Jobs](https://www.indeed.com/cmp/Bitwarden/jobs) ## Other roles at Bitwarden - [SDET (PAM)](https://feeny.ai/job/sdet-pam-bitwarden-noida-z1wm4jxx5m3f) — Noida, India - [Senior Software Engineer (PAM)](https://feeny.ai/job/senior-software-engineer-pam-bitwarden-delhi-p9jbzxdhbcdz) — Delhi, India - [Product Manager - Platform](https://feeny.ai/job/product-manager-platform-bitwarden-united-states-zekj77zs62z5) — United States - [Product Manager - Enduser](https://feeny.ai/job/product-manager-enduser-bitwarden-united-states-p5ctant0kbx3) — United States - [Mid-Market Sales Leader - EMEA](https://feeny.ai/job/mid-market-sales-leader-emea-bitwarden-united-kingdom-hc1b1ht7f1fg) — United Kingdom - [Senior Software Engineer (Secrets Manager)](https://feeny.ai/job/senior-software-engineer-secrets-manager-bitwarden-noida-jdd20a4q1ct7) — Noida, India - [Customer Success Manager - EMEA Mid-market](https://feeny.ai/job/customer-success-manager-emea-mid-market-bitwarden-london-1v91j72f83ff) — London, United Kingdom - [Lead Software Engineer (Provider/Business Unit Portals)](https://feeny.ai/job/lead-software-engineer-provider-business-unit-portals-bitwarden-noida-wdfs3gf80gcn) — Noida, India - [VP, Channel & Strategic Partnerships](https://feeny.ai/job/vp-channel-strategic-partnerships-bitwarden-united-states-4sz19jbbwkrx) — United States - [Product Designer - End User (Autofill)](https://feeny.ai/job/product-designer-end-user-autofill-bitwarden-remote-bq9axqxf7xfn)