--- title: 'Mid-Market Sales Leader - EMEA at Bitwarden' canonical: 'https://feeny.ai/job/mid-market-sales-leader-emea-bitwarden-united-kingdom-hc1b1ht7f1fg' type: 'job' last_seen: '2026-10-29' --- # Mid-Market Sales Leader - EMEA at Bitwarden - **Company:** Bitwarden - **Location:** United Kingdom - **Work type:** remote - **Posted:** 2026-10-26 - **Last confirmed live:** 2026-10-29 - **Apply:** https://bitwarden.com/careers/8043216003/?gh_jid=8043216003 ## 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/). We are looking for a Leader to lead the EMEA small to medium and Mid market team and is based remotely in the UK. ## The Role This role leads the EMEA Small to medium and MidMarket business team and is accountable for new logo acquisition and expansion revenue across the region. The expectations are high: a team that generates its own pipeline across multiple countries, 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 deals alongside their team, sets the standard for outbound execution in each market, and uses data to drive performance. It is a first-line leader role who has already delivered results in EMEA 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, commercial structure, procurement, legal, DPA, and security review. - Set the standard for value-based selling: quantifying the customer's business pain, building the business case, and tying Bitwarden to risk reduction and compliance outcomes that drive European buying decisions (GDPR, NIS2, DORA, ISO 27001). - Diagnose and unblock stalled deals, and use them to raise the skill level of the entire team. Coach disciplined excellence and field skills to find, transition and close deals efficiently. - Work tirelessly in the detail of each customer requirement, enabled by experience and strategic effort, placing Bitwarden in the best position possible to win deals and transfer this knowledge to the team. - Drive accountability through metrics, motivation, method and effective communication techniques. Be accountable, methodical, pragmatic and foster by example lead from the front. Outbound pipeline generation - Build and mature a repeatable cold outbound motion with AEs and partnered SDRs, localized by market: territory and account prioritization, ICP and persona targeting, multi-threaded sequencing, and messaging adapted for country and language. - Set activity and pipeline-generation standards, inspect them weekly, and hold every AE accountable for self-sourced pipeline. - Align and drive our message with Marketing, Sales Development, and Channel on programs, including partner-sourced plays, 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 (including works council, procurement, and data-protection steps), 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) by rep and by market, and act on what they show. - Identify where each AE is losing ground and build targeted coaching plans to close the gap. - Run a disciplined operating cadence across time zones: weekly 1:1s, pipeline and deal reviews, forecast calls, and call reviews. ## Team building - Recruit, hire, onboard, and ramp high-caliber Account Executives across EMEA markets, and develop them toward promotion. - Build a culture of accountability, competitiveness, and continuous improvement across countries and cultures. - Work across Sales Operations, Sales Enablement, Solutions Engineering, Customer Success, Channel, and Marketing, to deliver revenue as one team. ## Requirements - 3–5 years of first-line sales leadership in EMEA, 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 across more than one EMEA market, with the ability to explain exactly how it was done and what it produced. - Strong analytical skills, including fluency with Hubspot & industry tooling for 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. - Player-coach, building own pipeline coaching the team through example, including closing and processing, customer excellence. - Strong intellect, a fast learning curve, and the drive to perform in a high-growth environment with demanding targets. - Strong command of EMEA buying dynamics, procurement processes, regulatory drivers, and channel/partner models. - Fluent business English. (Additional languages are beneficial considering the role supports all of EMEA e.g., German, French, Dutch, etc.) ## 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 organisations. - 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. ## 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. 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