Mid-Market Sales Leader

Bitwarden

. Lead the North America MidMarket team and drive new logo acquisition and expansion revenue .

Posted 10/28/2026full-timeRemote • United StatesSenior💰 $145,000 - $160,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading sales teams, driving new logo acquisition, and implementing value-based selling strategies in the security SaaS domain. Proficient in using MEDDPICC for deal qualification and performance improvement through KPI management.

Highest-signal resume keywords

Sales LeadershipMEDDPICC ProficiencyValue-Based SellingKPI ManagementCold Outbound Pipeline Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota AttainmentSalesforce ReportingSales DashboardsSpreadsheets FluencyDeal QualificationForecastingPipeline GenerationCoaching PlansPerformance ImprovementAnalytical Skills

Soft Skills

Strong IntellectFast Learning CurveDrive to PerformHands-On LeadershipAccountability

Industry Keywords

Security SaaSIdentity ManagementAccess ManagementCredential ManagementEndpoint SecurityIT SalesExecutive BuyersMidMarket SalesSales OperationsCustomer Success

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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