hybrid Account Executive

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.

Bitwarden is expanding its sales footprint and is looking for a hybrid Account Executive to cover both Mid-Market & Enterprise business for the APAC region, preferably based Australia or New Zealand.

We are seeking an energetic and motivated sales professional with strong sales skills and channel experience to join our team. The ideal candidate will have 4-8 years of new account or business development experience with a proven track record of engaging the Partner ecosystem to drive success.

In your role, you will be responsible for achieving an assigned quota number while also managing lead flow, closing deals, recruiting partners and developing geographical go to market plans. Until Bitwarden sets up an APAC headquarters and legal entity, this position will be filled with a full-time contractor.

RESPONSIBILITIES

Effective prospecting and lead management building a 3-5X pipeline within your territory
Predominant focus on closing business with both Mid-Market & Enterprise companies
Managing and reporting a sales pipeline within our CRM, bringing the visibility of the revenue accurately, quarterly
Territory planning and any sales support required
Focus on activities and opportunities delivering short term and long-term revenue
Effective and regular networking to attract and influence Partner sales and grow our Partner relationships
Use your existing relationships to recruit and onboarding new partners, get them to agree to engage in proactive demand generation activities
Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities
Track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team. Proactively communicate with Bitwarden sales leaders on the channel pipeline and forecast
Work closely with marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers. Build and execute joint partner business plans with measurable success
Set financial goals for focus partners and ensure goals achievement
Drive multiple key channel initiatives in parallel across technical, professional services, and sales

WHAT YOU BRING TO BITWARDEN

Bachelor’s degree or equivalent work experience
4-8 years of outside high-tech IT sales experience. IT security product experience is desirable but not mandatory
Experience at a high growth startup company is desirable
A proven track-record of driving continued partner growth and revenue
Knowledge and strong relationships with SMB and SME focused resellers and MSP partners within a multistate region will be necessary
Ability to drive influence and build effective relationships with decision makers across all levels of partner organizations
Motivated and focused self-starter with strong leadership skills who can multitask, work independently or within a team
Exceptional communication skills including listening, writing and public speaking.
Can work in a fast paced, start-up environment
An avid channel leader who knows how to teach, enable and motivate partners to find and close business
Relationships and strong relationships with top VARs and Integrators
Must demonstrate a consistent track record of achieving annual quota targets while providing specific details on key customer wins
Possesses a competitive attitude, strong work ethic and thrives in a fast pace, high growth and matrixed organizational environment
Positive history of collaborative selling
Must be a proficient user of CRM tools and other Gsuite and MS Office tools

WHAT TO EXPECT IN THE INTERVIEW PROCESS

Screening call with our Recruiting team
Interview with our CSO
Interview(s) with the team
AE Roleplay Exercise
Final interview with our CEO

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. You’ll get immersed in the prominent technology markets of security and open source software.
We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world.
Learn and grow. Take on new challenges with the support of your team, and join our #growth-club to continue personal and professional development.

Details

Bitwarden is expanding its sales footprint and is looking for a hybrid Account Executive to cover both Mid-Market & Enterprise business for the APAC region, preferably based Australia or New Zealand.

RESPONSIBILITIES

Effective prospecting and lead management building a 3-5X pipeline within your territory
Predominant focus on closing business with both Mid-Market & Enterprise companies
Managing and reporting a sales pipeline within our CRM, bringing the visibility of the revenue accurately, quarterly
Territory planning and any sales support required
Focus on activities and opportunities delivering short term and long-term revenue
Effective and regular networking to attract and influence Partner sales and grow our Partner relationships
Use your existing relationships to recruit and onboarding new partners, get them to agree to engage in proactive demand generation activities
Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities
Track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team. Proactively communicate with Bitwarden sales leaders on the channel pipeline and forecast
Work closely with marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers. Build and execute joint partner business plans with measurable success
Set financial goals for focus partners and ensure goals achievement
Drive multiple key channel initiatives in parallel across technical, professional services, and sales

WHAT YOU BRING TO BITWARDEN

Bachelor’s degree or equivalent work experience
4-8 years of outside high-tech IT sales experience. IT security product experience is desirable but not mandatory
Experience at a high growth startup company is desirable
A proven track-record of driving continued partner growth and revenue
Knowledge and strong relationships with SMB and SME focused resellers and MSP partners within a multistate region will be necessary
Ability to drive influence and build effective relationships with decision makers across all levels of partner organizations
Motivated and focused self-starter with strong leadership skills who can multitask, work independently or within a team
Exceptional communication skills including listening, writing and public speaking.
Can work in a fast paced, start-up environment
An avid channel leader who knows how to teach, enable and motivate partners to find and close business
Relationships and strong relationships with top VARs and Integrators
Must demonstrate a consistent track record of achieving annual quota targets while providing specific details on key customer wins
Possesses a competitive attitude, strong work ethic and thrives in a fast pace, high growth and matrixed organizational environment
Positive history of collaborative selling
Must be a proficient user of CRM tools and other Gsuite and MS Office tools

WHAT TO EXPECT IN THE INTERVIEW PROCESS

Screening call with our Recruiting team
Interview with our CSO
Interview(s) with the team
AE Roleplay Exercise
Final interview with our CEO

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. You’ll get immersed in the prominent technology markets of security and open source software.
We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world.
Learn and grow. Take on new challenges with the support of your team, and join our #growth-club to continue personal and professional development.