Mid-Market Sales Leader – EMEA

Bitwarden

. Lead the EMEA Small to Medium and MidMarket business team .

Posted 10/26/2026full-timeRemote • United KingdomSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading sales teams across EMEA, focusing on quota attainment, value-based selling, and MEDDPICC methodology. Proven ability to build and mature outbound pipeline strategies while fostering a culture of accountability and continuous improvement.

Highest-signal resume keywords

Sales LeadershipMEDDPICC MethodologyValue-Based SellingQuota AttainmentCold Outbound Pipeline Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota AttainmentValue-Based SellingMEDDPICCSales ForecastingPipeline GenerationAnalytical SkillsCRM Data ManagementSales CoachingDeal StructuringProcurement Processes

Soft Skills

CoachingAccountabilityCollaborationCompetitive SpiritFast Learning

Tools & Technologies

HubspotReporting ToolsDashboardsSpreadsheetsSales Enablement Tools

Industry Keywords

Security SaaSEMEA Market DynamicsChannel ModelsRegulatory DriversCustomer Excellence

About the role

Key responsibilities & impact

Lead the EMEA Small to Medium and MidMarket business team
Drive new logo acquisition and expansion revenue across the region
Engage directly in important opportunities, including discovery, executive alignment, close plans, commercial structure, procurement, legal, DPA, and security review
Set standards for value-based selling and connect Bitwarden to risk reduction and compliance outcomes
Diagnose stalled deals, coach field skills, and improve team selling capabilities
Build and mature localized cold outbound motions with Account Executives and SDRs
Set activity and pipeline-generation standards and hold Account Executives accountable for self-sourced pipeline
Align with Marketing, Sales Development, and Channel on qualified-pipeline programs
Run MEDDPICC across qualification, deal reviews, forecasting, and win/loss analysis
Inspect opportunities, deliver accurate weekly forecasts, and maintain reliable CRM data
Own team KPIs and use them to direct coaching and improve performance
Run weekly 1:1s, pipeline and deal reviews, forecast calls, and call reviews across time zones
Recruit, hire, onboard, ramp, and develop Account Executives across EMEA
Build a culture of accountability, competitiveness, and continuous improvement
Collaborate with Sales Operations, Sales Enablement, Solutions Engineering, Customer Success, Channel, and Marketing

Requirements

What you’ll need

3–5 years of first-line sales leadership in EMEA, ideally leading AEs selling security SaaS
Proven, documented track record of quota attainment as a leader and previously as an individual contributor
Deep working fluency in MEDDPICC and value-based selling
Track record of building and maturing cold outbound pipeline across more than one EMEA market
Strong analytical skills and fluency with Hubspot, industry tooling, reporting, dashboards, and spreadsheets
Hands-on leadership with direct, regular involvement in live deals
Player-coach approach, including building own pipeline, coaching by example, closing and processing, and customer excellence
Strong intellect, fast learning curve, and 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 such as German, French, or Dutch are beneficial

Benefits

Comp & perks

Purpose-driven work helping provide a more secure internet experience
Opportunity to become an expert in security and open source software markets
Professional growth and development in demand generation and product-led growth
Remote work with motivated and supportive team members across the world